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BUS 343 > Chapter 6 > Flashcards

Chapter 6 Flashcards

1
Q

What is consumer buyer behavior?

A

The buying behavior of final consumers - individuals and households that buy goods and services for personal consumption.

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2
Q

What is consumer market?

A

All the individuals and households that buy and acquire goods and services for personal consumption.

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3
Q

What factors influence consumer purchases?

A

Consumer purchases are influenced strongly by cultural, social, personal, and psychological characteristics.

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4
Q

What is culture?

A

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

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5
Q

What is subculture?

A

A group of people with shared value systems based on common life experiences and situations.

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6
Q

What is cross-cultural marketing?

A

Including ethnic themes and cross-cultural perspectives within a brand’s mainstream marketing, appealing to consumers similarities across cultures rather than differences.

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7
Q

What is a social class?

A

Relatively permanent and ordered division in a society whose members share similar values, interests, and behaviors.

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8
Q

What is a group?

A

Two or more people who interact to accomplish individual or mutual goal.

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9
Q

What is word-of-mouth influence?

A

The impact of the personal words and recommendations of trusted friends, associates, and other consumers on buying behavior.

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10
Q

What is opinion leader?

A

A person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others.

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11
Q

What is the online social network?

A

Online social communities - blogs, social networking websites, and other online communities - where people socialize or exchange information and opinions.

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12
Q

What social factors influence buyers behavior?

A

Groups and social networks
Family
Roles and status

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13
Q

Which personality factors influence buyers decisions?

A 
Age and life-cycle stage
Occupation
Economic situation
Lifestyle
Personality and self-concept
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14
Q

What is a lifestyle?

A

A person’s pattern of living as expressed in his activities, interests, and opinions.

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15
Q

What is personality?

A

The unique psychological characteristics that distinguish a person or group.

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16
Q

What major psychological factors influence buyers behavior?

A

Motivations
Perception
Learning
Beliefs and attitudes

17
Q

What is a motive?

A

A need that is sufficiently pressing to direct the person to seek satisfaction of the need.

18
Q

What is perception?

A

The process by which people select, orginize, and interpret information to form a meaningful picture of the world.

19
Q

What is learning?

A

Changes in an individual’s behavior arising from experience.

20
Q

What is belief?

A

A description through that a person holds about something.

21
Q

What is attitude?

A

A person’s consistently favorable or unfavorable evaluation, feelings, and tendencies toward an object or idea.

22
Q

What are the steps in buyer decision process?

A

1) Need recognition
2) Information search
3) Evaluation of alternatives
4) Purchase decision
5) Post purchase behaviour

23
Q

What is cognitive dissonance?

A

Buyers discomfort caused by post-purchase conflict.

24
Q

What is a new product?

A

A good, service, or idea that is perceived by some potential customers as new.

25
Q

What is adoption process?

A

The mental process through which an individual passes from first hearing about an innovation to final adoption.

26
Q

What are stages in the adoption process?

A

1) Awareness
2) Interest
3) Evaluation
4) Trial
5) Adoption

27
Q

Which product characteristics influence rate of adoption?

A 
Relative advantage
Compatibility
Complexity
Divisibility
Communicability

BUS 343 (12 decks)

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