Chapter 7

Question 1

What is consumer buying behavior?

Answer 1

Decision processes/purchasing activities of people who purchase products for personal or household use.

Question 2

What is problem recognition (consumer buying decision process)?

Answer 2

Need awareness, actual vs desired state, trigger recognition.

Question 3

What is informational search (consumer buying decision process)?

Answer 3

Internal within ones memory and external which is communication.

Question 4

What is evaluation of alternatives (consumer buying decision process)?

Answer 4

Consideration set of alternatives, evaluative criteria of how good a product is, framing how marketers portray product.

Question 5

What is purchase (consumer buying decision process)?

Answer 5

Selecting a seller of product or abandoning purchase.

Question 6

What is post-purchase evaluation (consumer buying decision process)?

Answer 6

Does product meet expectations.

Question 7

What is a high level of involvement with products?

Answer 7

Products visible to others and/or expensive.

Question 8

What is a low involvement with product?

Answer 8

Tend to be less expensive and less associated risk.

Question 9

What is an enduring level of involvement?

Answer 9

Ongoing and long-term involvement with product or product category.

Question 10

What is a situational level of involvement?

Answer 10

Temporary or dynamic involvement resulting from a particular set of circumstances

Question 11

What is a routinized response of consumer decision making?

Answer 11

Frequently purchased, little research and effort, automatic

Question 12

What is limited decision making of consumer decision making?

Answer 12

Occasionally purchased, unfamiliar brand.

Question 13

What is extended decision making of consumer decision making?

Answer 13

Infrequently purchased, unfamiliar, expensive, high involvement.

Question 14

What is situational influences of decision process?

Answer 14

Result from circumstances, time, location, physical environment of store.

Question 15

What is situational influences social surroundings and time perspective?

Answer 15

Friends family peer pressure, time needed to buy and research, time needed to use product and how long it will last.

Question 16

What is situational influences reason for purchase and momentary mood and condition?

Answer 16

What product will accomplish, who will be affected, mood and condition affects immediate situation.

Question 17

What is psychological influences of decision process?

Answer 17

Determine people’s general behavior, influencing their behavior as consumers.

Question 18

What is psychological influences perception?

Answer 18

Selecting, organizing, and interpreting info inputs. Select inputs, organization, interpret info.

Question 19

What is psychological influences and motives?

Answer 19

Internal force that directs a persons behavior toward satisfying needs or achieving goals (utilitarian and hedonic).

Question 20

What are psychological influences learning and attitudes?

Answer 20

New information, new experience, experts, enduring evaluation of feelings toward object or idea cognitive info, affective feeling, behavioral actions.

Question 21

What are psychological influences personality and self-concept?

Answer 21

Internal traits and consistent behaviors that result in patterns (weak correlation), perception of ones self, confidence or self-image, buyers want to enhance self-concepts.

Question 22

What is psychological influences lifestyle?

Answer 22

Pattern of living, how people spend their time, how people interact, outlook on life.

Question 23

What are social influences of decision process?

Answer 23

Forces other people exert on one’s buying power.

Question 24

What is social influences role?

Answer 24

Position in group or organization, set of activities expected of role, family roles, work roles, and event roles.

Question 25

What is social influences family and reference group?

Answer 25

Consumer socialization, group person identifies with, same values and attitudes of group, point of comparison and info.

Question 26

What are social influences opinion leaders?

Answer 26

Specific info on topic, knowledge and experience, accessible, credible, and stays informed.

Question 27

What are social influences social class and culture/subculture?

Answer 27

Group with similar social rank, common behavioral patterns, people with same class, influences spending/saving/credit, values/knowledge/beliefs/customs/objects.

Question 28

What is consumer misbehavior?

Answer 28

Behavior that violates generally accepted norms of society like theft and abuse.