Consumer Behavior and B2B EXAM1

Question 1

Key Term: Feeling of post-purchase psychological tension or anxiety

Answer 1

Cognitive Dissonance

Question 2

Key Term: The energizing force that stimulates behavior to satisfy a need

Answer 2

Motivation

Question 3

Key Term: The individual force that guides and directs behavior

Answer 3

Personality

Question 4

Key Term: Characteristics of personality

Answer 4

Traits

Question 5

Key Term: The way people see themselves, and the way they believe others see them

Answer 5

Self-Concept

Question 6

Key Term: Process by which a person selects, organizes, & interprets information to create his/her picture of the world

Answer 6

Perception

Question 7

Key Term: Filtering of exposure, comprehension, & retention

Answer 7

Selective Perception

Question 8

Key Term: Seeing or hearing messages without being aware of receiving them

Answer 8

Subliminal Perception

Question 9

Key Term: Learned predisposition to respond to a stimulus in a consistent way

Answer 9

Attitudes

Question 10

Key Term: Consumer’s subjective Individual perception of how a product or brand performs on different attributes

Answer 10

Beliefs

Question 11

Key Term: Society’s personally or socially preferred modes of conduct that tend to persist over time

Answer 11

Values

Question 12

Key Term: Way of living that reflects how people spend their time and other resources

Answer 12

Lifestyle

Question 13

Key Term: Individuals who exert direct or indirect social influence over others

Answer 13

Opinion Leaders

Question 14

Key Term: Influence spread by people during conversations

Answer 14

Word of Mouth

Question 15

Key Term: Subgroups within a larger culture, showing unique values, ideas and attitudes

Answer 15

Subculture

Question 16

Key Concept: Favorable attitude toward & consistent purchase of brand over time

Answer 16

Brand Loyalty

Question 17

Key Concept: People to whom others look for self-appraisal, a source of personal standards, or approval

Answer 17

Reference Groups

Question 18

Key Concept: Distinct phases through which a family moves, showing distinctive purchasing behaviors

Answer 18

Family Life Cycle

Question 19

Key Concept: Relatively permanent, homogeneous divisions in society, into which people sharing similar values, interests and behavior, can be grouped

Answer 19

Social Class

Question 20

Key Concept: The actions taken by an individual to purchase & use products & services

Answer 20

Consumer Behavior

Question 21

Key Concept: What is the 1st step in the Purchase Decision Process?

Answer 21

Problem Recognition

Question 22

Key Concept: What is the 2nd step in the Purchase Decision Process?

Answer 22

Information Search

Question 23

Key Concept: What is the 3rd step in the Purchase Decision Process?

Answer 23

Alternative Evaluation

Question 24

Key Concept: What is the 4th step in the Purchase Decision Process?

Answer 24

Purchase Decision

Question 25

Key Concept: What is the 5th step in the Purchase Decision Process?

Answer 25

Post-Purchase Behavior

Question 26

Key Concept: 1) Problem Recognition (2) Information Search (3) Alternative Evaluation (4) Purchase Decision & (5) Post-Purchase Behavior are the steps in the:

Answer 26

Purchase Decision Process