Chapter 7

Question 1

the decision processes and actions of people involved in buying and using products

Answer 1

buying behavior

Question 2

the decision processes and purchasing activities of people who purchase prodcuts for personal or household use and not for business purposes

Answer 2

consumer buying behavior

Question 3

consumer buying decisions five stages

Answer 3

1) problem recognition
2) information search
3) evaluation of alternatives
4) purchase
5) postpurchase

Question 4

buyers search their memories for information about products that might solve their problems

Answer 4

internal search

Question 5

seek additional information from outside sources

Answer 5

external search

Question 6

group of brands within a product category that a buyer views as alternatives for possible purchase

Answer 6

consideration set

Question 7

objective characteristics and subjective product characteristics that are important to a buyer

Answer 7

evaluative criteria

Question 8

a buyers doubts shortly after a purchase about whether the decision was the right one

Answer 8

cognitive dissonance

Question 9

result from circumstances, time, and location that affect the consumer buying decision process

Answer 9

situational influences

Question 10

five categories of situational factors

Answer 10

physical surroundings, social surroundings, time perspective, reason for purchase, and buyer’s momentary mood and condition

Question 11

factors that in part determine people’s general behavior, thus influencing their behavior as consumers

Answer 11

psychological influences

Question 12

process of selecting, organizing, and interpreting information inputs to produce meaning

Answer 12

perception

Question 13

sensations received through sight, taste, hearing, smell and touch

Answer 13

information inputs

Question 14

process by which some inputs are selected to reach awareness and others are not

Answer 14

selective exposure

Question 15

an individuals changing or twisting of information that is inconsistent with personal feelings or beliefs

Answer 15

selective distortion

Question 16

remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not

Answer 16

selective retention

Question 17

an internal energizing force that directs a person’s behavior toward satisfying needs or achieving goals

Answer 17

motive

Question 18

five levels of needs that humans seek to satisfy, from most to least important

Answer 18

Maslow’s hierarchy of needs

Question 19

requirements for survival such as food, water, sex, clothing and shelter

Answer 19

physiological needs

Question 20

security and freedom from physical and emotional pain and suffering

Answer 20

safety needs

Question 21

the human requirements for love and affection and a sense of belonging (friends)

Answer 21

social needs

Question 22

people require respect and recognition from others as well as self-esteem (confident)

Answer 22

esteem needs

Question 23

people’s need to grow and develop and to become all they are capable of becoming (moral, ethical)

Answer 23

self actualization

Question 24

motives that influence where a person purchases products on a regular basis

Answer 24

patronage motives

Question 25

changes in a person’s thought processes and behavior caused by information and experience

Answer 25

learning

Question 26

an individuals’s enduring evaluation of feelings about and behavioral tendencies toward an object or idea

Answer 26

attitude

Question 27

an individual’s degree of interest in a product and the importance of theproduct for that person

Answer 27

level of involvment

Question 28

ongoing and long-term involvment with a product or product category

Answer 28

enduring involvment

Question 29

temporary, or dynamic involvement resulting from a particular set off cirmcumstances

Answer 29

situational involvment

Question 30

sources of learning

Answer 30

• behavioral consequences
• information processing
• experience

Question 31

a means of measuring consumer attitudes by gauging the intensity of individuals’ reactions to adjectives, phrases, or sentences about an object

Answer 31

attitude scale

Question 32

a set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior in certain situations

Answer 32

personality

Question 33

perception or view of oneself

Answer 33

self-concept

Question 34

an individual’s pattern of living expressed through activities, interests, and opinions

Answer 34

lifestyle

Question 35

the degree of interest in a product and the importance of the product for that person

Answer 35

level of involvement

Question 36

consumer problem0solving process used when buying frequently purchased, low-cost items that require very little search-and-decision effort

Answer 36

routinized response behavior

Question 37

consumer problem-solving process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category

Answer 37

limited problem solving

Question 38

consumer problem-solving process employed when purchasing unfamiliar, expensive or infrequently bought products

Answer 38

extended problem solving

Question 39

unplanned buying behavior resulting from a powerful urge to buy something immediately

Answer 39

impulse buying

Question 40

forces other people exert on one’s buying behavior

Answer 40

social influences

Question 41

actions and activities that a person in a particular position is supposed to perform based on expectations of the individual and surrounding persons

Answer 41

roles