Chapter 6

Question 1

need recognition

Answer 1

result of an imbalance between actual and desired states

Question 2

want

Answer 2

recognition of an unfulfilled need and a product that will satisfy it

Question 3

stimulus

Answer 3

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

Question 4

internal information search

Answer 4

the process of recalling past information stored in the memory

Question 5

external information search

Answer 5

the process of seeking information in the outside environment

Question 6

nonmarketing

Answer 6

controlled information source a product information source that is not associated with advertising or promotion

Question 7

marketing

Answer 7

controlled information source a product information source that originates with marketers promoting the product

Question 8

evoked set (consideration set)

Answer 8

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

Question 9

cognitive dissonance

Answer 9

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

Question 10

involvement

Answer 10

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

Question 11

routine response behavior

Answer 11

the type of decision making exhibited by consumers buying frequently purchased low- cost goods and services; requires little search and decision time

Question 12

limited decision making

Answer 12

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

Question 13

eculture

Answer 13

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 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

culture

Answer 15

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 16

value

Answer 16

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

Question 17

subculture

Answer 17

a homogeneous group of people who share elements of the overall culture as well as unique elements of their own group

Question 18

social class

Answer 18

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 19

reference group

Answer 19

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

Question 20

primary membership

Answer 20

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

Question 21

secondary membership

Answer 21

group 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 22

aspirational reference group

Answer 22

a group that someone would like to join

Question 23

norm

Answer 23

a value or attitude deemed acceptable by a group

Question 24

nonaspirational reference group

Answer 24

a group with which an individual does not want to associate

Question 25

opinion leader

Answer 25

an individual who influences the opinions of others

Question 26

socialization

Answer 26

process how cultural values and norms are passed down to children

Question 27

personality

Answer 27

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

Question 28

self- concept

Answer 28

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

Question 29

ideal self image

Answer 29

the way an individual would like to be perceived

Question 30

real self- image

Answer 30

the way an individual actually perceives himself or herself

Question 31

perception

Answer 31

the process by which people select organize and interpret stimuli into a meaningful and coherent picture

Question 32

selective exposure

Answer 32

the process whereby a consumer notices certain stimuli and ignores others

Question 33

selective distortion

Answer 33

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

Question 34

selective retention

Answer 34

a process whereby a consumer remembers only that information that supports his or her personal 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 experience and practice

Question 38

stimulus generalization

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

Question 42

business marketing (industrial marketing)

Answer 42

the marketing of goods and services to individuals and organizations for purposes other than personal consumption