Chapter Five

Question 1

Consumer buyer behaviour

Answer 1

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

Question 2

Consumer market

Answer 2

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

Question 3

Culture

Answer 3

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

Question 4

Subculture

Answer 4

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

Question 5

Social class

Answer 5

Relatively permanent and ordered divisions in a society whose members share similar values, interests and behaviours.

Question 6

Group

Answer 6

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

Question 7

Opinion leader

Answer 7

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

Question 8

Online social networks

Answer 8

Online social communities — blogs, social networking Web sites, or even virtual worlds — where people socialise or exchange information and opinions.

Question 9

Lifestyle

Answer 9

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

Question 10

Personality

Answer 10

The unique psychological characteristics that distinguish a person or group.

Question 11

Motive (drive)

Answer 11

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

Question 12

Perception

Answer 12

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

Question 13

Learning

Answer 13

Changes in an individual’s behaviour arising from experience.

Question 14

Belief

Answer 14

A descriptive thought that a person holds about something.

Question 15

Attitude

Answer 15

A person’s consistently favourable or unfavourable evaluations, feelings and tendencies toward an object or idea.

Question 16

Complex buying behaviour

Answer 16

Consumer buying behaviour characterised by high consumer involvement in a purchase and significant perceived differences among brands.

Question 17

Dissonance-reducing buying behaviour

Answer 17

Consumer buying behaviour characterised by high involvement but few perceived differences among brands.

Question 18

Habitual buying behaviour

Answer 18

Consumer buying behaviour characterised by low-consumer involvement and few significantly perceived brand differences.

Question 19

Variety-seeking buying behaviour

Answer 19

Consumer buying behaviour characterised by low consumer involvement but significant perceived brand
differences.

Question 20

Need recognition

Answer 20

The first stage of the buyer decision process in which the consumer recognises a problem or need.

Question 21

Information search

Answer 21

The stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into an active information search.

Question 22

Alternative evaluation

Answer 22

The stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set.

Question 23

Purchase decision

Answer 23

The buyer’s decision about which brand to purchase.

Question 24

Postpurchase behaviour

Answer 24

The stage of the buyer decision process in which consumers take further action after purchase based on their satisfaction or dissatisfaction with a purchase.

Question 25

Cognitive dissonance

Answer 25

Buyer discomfort caused by postpurchase conflict.

Question 26

New product

Answer 26

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

Question 27

Adoption process

Answer 27

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