Chapter 6

Question 1

people who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money

Answer 1

economic buyers

Question 2

making the best use of consumer’s time and money- as the consumer judges it.

Answer 2

economic needs

Question 3

Some Economic needs are:

Answer 3

1) Economy of purchase or use
2) Efficiency in operation or use
3) Dependability in use
4) Improvement of earnings
5) Convenience

Question 4

basic forces that motivate a person to do something

Answer 4

Needs

Question 5

are “needs” that are learned during a person’s life

Answer 5

Wants

Question 6

a strong stimulus that encourage action to reduce need.

Answer 6

Drives

Question 7

concerned with biological needs- food, liquid, rest and sex

Answer 7

Physiological needs

Question 8

concerned with protection and physical well-being (perhaps involving health, financial security, medicine, and exercise).

Answer 8

Safety needs

Question 9

concerned with live, friendship, status, and esteem- things that involve a person’s interaction with others

Answer 9

social needs

Question 10

concerned with an individual’s need for personal satisfaction- unrelated to what other think or do

Answer 10

Personal needs

Question 11

how we gather and interpret information from the world around us

Answer 11

perception

Question 12

our eyes and minds seek out and notice only information that interest us

Answer 12

Selective exposure

Question 13

we screen out or modify idea, messages, and information that conflict with previously learned attitudes and beliefs.

Answer 13

Selective perception

Question 14

we remember only what we want to remember

Answer 14

Selective retention

Question 15

a change in a person’s thought process caused by prior experience

Answer 15

Learning

Question 16

products, signs, ads, and other stimuli in the environment- an individual chooses some specific response.

Answer 16

Cues

Question 17

an effort to satisfy a drive

Answer 17

response

Question 18

learning process occurs when the response is followed by satisfaction- that is, reduction in the drive

Answer 18

Reinforcement

Question 19

a persons point of view toward something

Answer 19

attitude

Question 20

a persons opinion about something

Answer 20

Belief

Question 21

an outcome or even that a person anticipates or looks forward to

Answer 21

expectation

Question 22

the confidence a person has in the promises or actions of another person, brand, or company

Answer 22

Trust

Question 23

the analysis of a person’s day-to-day pattern of living as expressed in that person’s activities, interest, and opinions- sometimes referred as AIO’s

Answer 23

Psychographics/Lifestyle analysis

Question 24

a group of ppl who have aproximately equal social position as viewed by other in the society

Answer 24

social class

Question 25

people to whom an individual looks when forming attitudes about a particular topic

Answer 25

Reference group

Question 26

a person who influences others

Answer 26

opinion leader

Question 27

the whole set of beliefes, attitides, and ways of doing things a reasonably homogeneous set of people

Answer 27

Culture

Question 28

Consumer Decision Process

Answer 28

1) Need recognition 2) Information search 3) Evaluate alternatives 4) Purchase 5) Post-purchase behavior

Question 29

when consumers put much effort into deciding how to satisfy a need- as is likely for a completely new purchase or to satisfy an important need

Answer 29

extensive problem solving

Question 30

used by consumers when some effort is required in deciding the best way to satisfy a need

Answer 30

Limited problem solving

Question 31

when the consumer regularly selects a particular way of satisfying a need when it occurs

Answer 31

Routinized response behavior

Question 32

purchases that have little importance or relevance for the customer

Answer 32

Low-involvement purchases

Question 33

a feeling of uncertainty about whether the correct decision was made

Answer 33

Dissonance

Question 34

the steps individuals go through on the way to accepting or rejecting a new idea.

Answer 34

adoption process

Question 35

A 5-step process used by consumers when buying goods or services

Answer 35

Consumer Decision-Making Process

Question 36

Result of an imbalance between actual and desired states.

Answer 36

Need Recognition

Question 37

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

Answer 37

Stimulus

Question 38

Recall information in memory

Answer 38

Internal Information Search

Question 39

Seek information in outside environment Nonmarketing controlled Marketing controlled

Answer 39

External Information search

Question 40

Group of brands, resulting from an information search, from which as buyer can choose

Answer 40

Evoked Set

Question 41

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

Answer 41

Cognitive Dissonance

Question 42

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

Answer 42

Involvement

Question 43

In-store promotion, eye-catching package design, and good displays Coupons, cents-off, 2-for-1 offers

Answer 43

Low-involvement purchases require:

Question 44

Extensive and informative promotion to target market

Answer 44

High-involvement purchases require:

Question 45

Social Class Measurements

Answer 45

``` Occupation Income Education Wealth Other Variables ```

Question 46

Adoption Process Steps

Answer 46

Awareness- wants to know about product but lacks detail Interest- gathers info Evaluation- mental trial and apply it to their life Trial- may buy product to experiment Decision- decides on either adoption or rejection Confirmation- adopter continues to rethink the decision and searches for support for the decision, that is further reinforcement