Exam 1 CHP 6

Question 1

Recognition of an unfulfilled need and a product that will satisfy it.

Answer 1

Want

Question 2

Group of brands resulting from an information search from which a buyer can choose.

Answer 2

Evoked set

Question 3

Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions.

Answer 3

Cognitive dissonance

Question 4

Frequently purchase low-cost goods and services.

Answer 4

Routine Response Behavior

Question 5

What are the 4 factors that determine the level of consumer involvement?

Answer 5

1. Previous Experience
2. Interest
3. Perceived Risk of Negative Consequences
4. Social Visibility

Question 6

Require extensive and information promotion to the target level.

Answer 6

High-involvement Purchases

Question 7

Set of values, norms, attitudes, and other meaningful symbols that shape human behavior and the product of that behavior as they are transmitted from one generation to the next.

Answer 7

Functions of culture

Question 8

Value a customer expects to obtain from a purchase.

Answer 8

Perceived Value

Question 9

A homogeneous group of people who share elements of the overall culture as well as cultural elements unique to their group.

Answer 9

Subculture

Question 10

Group of people in a society based on income/personalities.

Answer 10

Social class

Question 11

Includes all groups with which people interact regularly in an informal manner.

Answer 11

Primary Membership Group

Question 12

Persons who influence others. Usually the head of a reference group.

Answer 12

Opinion Leaders

Question 13

Factors such as gender, age, life cycle stage, personality, self-concept, and lifestyle also play important roles in consumer decision-making.

Answer 13

Individual Influences

Question 14

Process whereby a consumer notices certain stimuli and ignores others.

Answer 14

Selective Exposure

Question 15

What are the 2 types of changes to behavior/beliefs?

Answer 15

1. Experiential

2. Conceptual

Question 16

The value derived from a product, or service that helps the consumer solve problems and accomplish tasks.

Answer 16

Utilitarian Value

Question 17

The value that acts as an end in itself rather than as a means to an end.

Answer 17

Hedonic Value

Question 18

What are the 5 steps to the consumer decision-making process?

Answer 18

1. Need Recognition
2. Information Search
3. Evaluation of Alternatives
4. Purchase
5. Postpurchase Behavior

Question 19

Seeking information in the outside environment.

Answer 19

External Information Search

Question 20

A product information source that is not associated with the promotion.

Answer 20

Nonmarketing-controlled Information Search

Question 21

A product information source that originates with marketers promoting a product.

Answer 21

Marketing-controlled Information Search

Question 22

A decision that typically occurs when a consumer has a previous product experience but is unfamiliar with the current brands available

Answer 22

Limited Decision Making

Question 23

When buying an unfamiliar, expensive product or an infrequently purchased item.

Answer 23

Extensive Decision Making

Question 24

Require in-store promotion, eye-catching package design, ad good displays.

Answer 24

Low-involvement Purchases

Question 25

A less consistent interacting group that is more formal.

Answer 25

Secondary Membership Group

Question 26

A group a person would like to join.

Answer 26

Aspirational Reference Group

Question 27

A group a person would NOT like to join.

Answer 27

Nonaspirational Reference Group

Question 28

To decide which stimuli to notice and which to ignore.

Answer 28

Selective Distortion

Question 29

Remembering only information that supports personal feelings or beliefs.

Answer 29

Selective Retention

Question 30

Remembering only information that supports personal feelings or beliefs.

Answer 30

Selective Retention

Question 31

Result of an imbalance between actual and desired states.

Answer 31

Need