Chapter 7: Consumer Buying Behavior

Question 1

buying behavior

Answer 1

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

Question 2

consumer buying behavior

Answer 2

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

Question 3

consumer buying decision process

Answer 3

a five-stage purchase decision process that includes problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation

Question 4

internal search

Answer 4

an information search in which buyers search their memories for information about products that might solve their problem

Question 5

external search

Answer 5

an information search in which buyers seek information from sources other than their memories

Question 6

consideration set

Answer 6

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

Question 7

evaluative criteria

Answer 7

objective and subjective product characteristics that are important to a buyer

Question 8

cognitive dissonance

Answer 8

a buyer’s doubts shortly after a purchase about whether the decision was the right one

Question 9

level of involvement

Answer 9

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

Question 10

routinized response behavior

Answer 10

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

Question 11

limited decision marking

Answer 11

a consumer decision-making process used when purchasing products occasionally or needing information abut an unfamiliar brand in a familiar product category

Question 12

extended decision making

Answer 12

a consumer decision-making process employed when purchasing unfamiliar, expensive, or infrequently bought products

Question 13

impulse buying

Answer 13

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

Question 14

situational influences

Answer 14

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

Question 15

psychological influences

Answer 15

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

Question 16

perception

Answer 16

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

Question 17

information inputs

Answer 17

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

Question 18

selective exposure

Answer 18

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

Question 19

selective distortion

Answer 19

an individual’s changing or twisting of information that is inconsistent with personal feelings or beliefs

Question 20

selective retention

Answer 20

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

Question 21

motive

Answer 21

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

Question 22

Maslow’s hierarchy of needs

Answer 22

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

Question 23

patronage motives

Answer 23

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

Question 24

learning

Answer 24

changes in an individuals thought processes and behavior caused by information and experience

Question 25

attitude

Answer 25

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

Question 26

attitude scale

Answer 26

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

Question 27

personality

Answer 27

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

Question 28

self-concept

Answer 28

a perception or view of oneself

Question 29

lifestyle

Answer 29

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

Question 30

social influences

Answer 30

the forces other people exert on one’s buying behavior

Question 31

roles

Answer 31

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

Question 32

consumer socialization

Answer 32

the process through which a person acquires the knowledge and skills to function as a consumer

Question 33

reference group

Answer 33

a group a person identifies with so strongly that he or she adopts the values, attitudes, and behavior of group members

Question 34

opinion leader

Answer 34

a member of an informal group who provides information about a specific topic to other group memebers

Question 35

social class

Answer 35

an open group of individuals with similar social rank

Question 36

culture

Answer 36

the accumulation of values, knowledge, beliefs, customs, objects, and concepts that a society uses to cope with its environment and passes on to future generations

Question 37

subculture

Answer 37

a group of individuals whose characteristics, values, and behavioral patterns are similar within the group and different from those of people in the surrounding culture

Question 38

consumer misbehavior

Answer 38

behavior that violates generally accepted norms of a particular society