Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

Marketing > Exam 2 Study Guide > Flashcards

Exam 2 Study Guide Flashcards

1
Q

Actions a person takes in purchasing and using products and services which includes the mental and social processes that come before and after these actions is known as

A

Consumer Behavior

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Why is the consumer purchase decision process important?

A
  • Arouses need in consumer in order to sell products/services
  • Steer consumers to their product and close the deal
  • Helps marketers effectively communicate with consumers
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

What are the 5 steps of the consumer purchase decision process?

A

Problem Recognition
Information Search
Alternative evaluation
Purchase Decision
Postpurchase Behavior

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

The decision to buy or use a product is triggered by

A

Need Arousal

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

What are the two types of needs?

A

Functional
Psychological

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

What part of the consumer purchase decision perceives a need?

A

Problem Recognition

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

What part of the consumer purchase decision seeks value?

A

Information Search

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

What part of the consumer purchase decision assesses values of products

A

Alternative Evaluation

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

What part of the consumer purchase decision focuses on buying value

A

Purchase Decision

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

What part of the consumer purchase decision realizes value?

A

Post purchase behavior

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

This type of need can be described as based on the performance of a product

A

Functional Need

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

This type of need can be described as based on the gratification associated with the product

A

Psychological Need

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

What are the two types of information search?

A

Internal and External

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Which type of information search analyzes memories or past experiences and frequently purchased items?

A

Internal Search

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

Which type of information searches are personal, public, and marketer driven?
The risk of wrong decision is high and cost of gathering info is low

A

External Search

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

What does stage two of information search consist of?

A

Risk Types

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

What are the 4 risk types?

A

Performance
Physiological
Financial
Psychological

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

The objective and subjective
attributes of different products/brands is known as

A

Evaluative Criteria

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

Search attributes that help customers evaluate a product before purchase can be described as what type of criteria?

A

Tangible Criteria

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
20
Q

Experience attributes attributers cannot be evaluated before purchase this can be described as what type of criteria?

A

Intangible Critera

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
21
Q

All the possible choices for a product category is known as a

A

Universal set

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
22
Q

The choices consumer deems acceptable out of all that is known is described as

A

Consideration Set

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
23
Q

What trade offs are involved with a purchase decision?

A

Quality: high or low
Price: Expensive or cheap
Control: High or low priority

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
24
Q

The possible alternatives
are compared and evaluated, whereby
the best option is selected can be described as a?

A

Purchase Decision

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
25
Q

In a purchase decision, what two things are you deciding?

A

From who to buy
When to buy

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
26
Q

The attitude-like judgment following a purchase can be described as

A

Satisfaction

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
27
Q

The uncomfortable state of inconsistency between beliefs and behaviors after purchase decisions is known as

A

Cognitive Dissonance

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
28
Q

The feeling of post purchase psychological tension or anxiety is called

A

Cognitive Dissonance

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
29
Q

The level of personal, social, and economic significance of purchase to the consumer is described as

A

Involvement

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
30
Q

Regular purchased and inexpensive items involve high or low involvement

A

Low Involvement

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
31
Q

Items that are expensive and that have serious personal consequences that could reflect on one’s social image involve high or low involvement?

A

High Involvement

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
32
Q

slide 23

A
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
33
Q

What are the influences on consumer behavior?

A

Marketing Mix influences
Sociocultural influences
Situation influences
Psychological influences

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
34
Q

The aspects/influences of the purchase situation that impacts purchase is known as a

A

Situation Influence

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
35
Q

What are the 5 types of situation influences?

A

Purchase Task
Social Surroundings
Physical Surroundings
Temporal Effects
Antecedent States

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
36
Q

The reason for making a decisions is known as a

A

Purchase Task

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
37
Q

Who is with you at the time of purchase that affects decisions is a

A

Social Surrounding

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
38
Q

The store atmosphere, sales people, promotions, crowds, and etc that affects decisions are known as

A

Physical Surrounding

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
39
Q

The time of day or amount of time it takes that affects decisions are known as

A

Temporal Effects

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
40
Q

The mood you are in or they amount of money you have available that affects decisions are known as

A

Antecedent States

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
41
Q

Which influence that affects consumer behavior can affect purchase decision process and help explain how/why consumers behave a certain way

A

Psychological Influence

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
42
Q

The energizing force that stimulates behavior to satisfy a need is known as a

A

Motive

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
43
Q

The need or want strong enough to cause one to seek satisfaction and how marketers try to provoke those needs are described as

A

Motives

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
44
Q

What is Maslow’s Hierarchy of Needs?

A

Self-actualization
Personal needs
Social needs
Safety needs
Physiological needs

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
45
Q

Food, water, shelter, and oxygen are known as what type of needs?

A

Physiological needs

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
46
Q

Freedom from harm and financial security are known as what type of needs?

A

Safety Needs

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
47
Q

Friendship, belonging, and love are known as what type of needs?

A

Social needs

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
48
Q

Status, respect, and prestige are known as what type of needs?

A

Personal Needs

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
49
Q

Self fulfillment are known as what type of needs?

A

Self-actualization needs

50
Q

The consistent behaviors or responses to reoccurring situations is known as

A

Personality

51
Q

The way you see yourself and think others see you is known as

A

Self-concept

52
Q

attributes that you believe you actually possess, or that you believe others believe you possess is known as

A

Actual

53
Q

your representation of the
attributes that someone (yourself or another) would like you, ideally, to
possess - usually motivates individuals to change, improve and achieve is known as

A

Ideal

54
Q

the process by which an we select, organize and interpret information to create a meaningful
picture of the world is known as

A

Perception

55
Q

When you pay attention to information consistent with our beliefs this is known as

A

Selective Exposure

56
Q

When you interpret information so it is consistent with our beliefs this is known as

A

Selective Comprehension

57
Q

What we remember is known as

A

Selective Retention

58
Q

When you see or hear messages without being aware of them is known as

A

Subliminal Perception

59
Q

Anxiety felt because consumers can not anticipate an outcome is known as

A

Perceived Risk

60
Q

If you’re the category leader of low involvement products, what should marketing managers do?

A

Maintain products quality
Avoid stock outs
Use repetitive advertising

61
Q

If you’re the category challenger of low involvement products, what should marketing managers do?

A

Encourage trial:
free samples
coupons
rebates

62
Q

If you’re the category leader of high involvement products, what should marketing managers do?

A
  • Have a lot of production information
  • Personal selling
  • Social media (experiences)
63
Q

If you’re the category challenger of high involvement products, what should marketing managers do?

A
  • Have comparative advertising
  • Novel evaluation criteria
  • Internet searches
64
Q

What are the marketing strategies to reduce perceived risks?

A
  • obtain seals of approval
  • secure endorsements
    -provide free trial/sample
  • give extensive instructions
  • provide warranties/ guarantees
65
Q

What are the two types of learning?

A

Behavioral
Cognitive

66
Q

The behaviors that result from repeated experience and reasoning is known as

A

Learning

67
Q

What term is developed from automatic responses through repeated exposure?

A

Behavioral Learning

68
Q

Thinking, reasoning, problem solving, and making connections are defined as

A

Cognitive Learning

69
Q
A
70
Q

A learned predisposition to respond to an object in a favorable or unfavorable way is known as

A

Attitude

71
Q

How can marketers change attitudes?

A
  • Change beliefs about brand’s attributes
  • Change perceived importance of attributes
  • Add new product attributes
72
Q

The consistent purchase of a single brand over time is known as

A

Brand Loyalty

73
Q

The mode of living that is
identified by how people spend their time and resources is known as

A

Lifestyle

74
Q

What term combines
consumer, psychology, lifestyle, and demographics to understand motivation for buying to help marketers segment and target markets

A

Psychographic

75
Q

What term describes individuals who exert direct and indirect social influence over others

A

Opinion Leaders

76
Q

People influencing each other during conversation is known as

A

Word-of-mouth

77
Q

People to whom an individual looks as a basis for self-appraisal or personal standards is known as a

A

Reference Group

78
Q

What are the 4 types of reference groups?

A

Associative group
Aspiration group
Brand community
Dissociative group

79
Q

A group an individual actually belongs to is known as a

A

Associative group

80
Q

A group an individual wishes to be a member of is known as

A

Aspiration Group

81
Q

When group or an individual has a relationship with a particular brand this is known as a

A

Brand Community

82
Q

A group an individual wishes to maintain distance from

A

Dissociative Group

83
Q

The process by which people acquire skills to
function as consumer is known as

A

Consumer Socialization

84
Q

subgroups within larger culture with unique
ideas, values and attitude are known as

A

Subcultures

85
Q

Which influence that affects consumer behavior is based off of personal influence, reference groups, social class, and culture/ subculture?

A

Sociocultural Influences

86
Q

For chapter 5 just use previous slides

A
87
Q

the processes by which goods, services, capital, people, information and ideas flow across national
borders is known as

A

Globalization

88
Q

What are the 5 trends that affect globalization?

A

1) Economic protectionism by countries
2) Economic integration among countries
3) Global competition for global customers
4) Networked global marketspace
5) Growing economic espionage

89
Q

shielding industry within
country from foreign competition through
use of tariff or quota is known as

A

Protectionism

90
Q

A tax on goods entering country to raise prices on imports is known as a

A

Tariff

91
Q

The restriction on amount of
product allowed to be
imported/exported is known as

A

Quota

92
Q

What type of groups formation is a result as their main goal of promotion free trade and to enhance economies?

A

Transnational Groups

93
Q

Which transnational group lifted trade barriers between Canada, Mexico, and the US?

A

NAFTA- North American Free Trade Agreement

94
Q

The transnational organization NAFTA is soon to have its name replaced to?

A

U.S- Mexico- Canada Agreement (2019)

95
Q

when firms originate, produce, and market their products and services worldwide this is known as

A

Global Competition

96
Q

What are the 3 types of global firms?

A

International
Multinational
Transnational

97
Q

Which type of global firm engages in trade and
marketing in different countries as an extension of
the marketing strategy from its home country. They tend to offer the same product and market the same way in other countries and have typically little investment outside of home borders. This is known as

A

International Firm

98
Q

Which type of global firm views world as consisting of unique markets, each very different from one another

A

Multinational Firm

99
Q

What marketing strategy have as many different product variations,
brand names, and advertising programs as countries in which
the firm does business

A

Multidomestic Marketing Strategy

100
Q

Which type of global firm views the world as one market and emphasizes cultural similarities across markets rather than
differences

A

Transnational Firm

101
Q

Which marketing strategy has standardizing marketing activities when there are cultural similarities and
adapting them when cultures differ?

A

Global Marketing Strategy

102
Q

The clandestine collection of
trade secrets or proprietary information about competitors is known as

A

Economic Espionage

103
Q

What are the 4 ways to assess a global market?

A
  • Economic analysis using metrics
  • Infrastructure and tech
  • Government actions
  • Sociocultural analysis
104
Q

Which analysis of assessing global markets must consider average per capita or household income and how income is distributed to determine purchasing
power is?

A

Economic Analysis using metrics

105
Q

GDP, Gross national income, purchasing power parity, and human development index are all categories of which analysis?

A

Economic analysis

106
Q

basic facilities, services,
and installations needed for a community or society to function are known as

A

Infrastructure

107
Q

What are some examples of government actions evaluated to assess the global market?

A

Tariffs
Quotas
Exchange Control
Trade Agreements

108
Q

Which analysis studies similarities and
differences among
consumers in two or more
nations/societies.
This analysis also includes an analysis of values, customs, symbols, languages and others?

A

Cross cultural analysis

109
Q

preferable modes of conduct that persist over time are known as

A

Values

110
Q

What is considered normal in a country is known as

A

Customs

111
Q

Things that represent ideas and concepts in a specific culture that has the ability to evoke deep feelings is known as a

A

Cultural Symbiosis

112
Q

the belief that one culture is superior to another is known as

A

Cultural Ethnocentricity

113
Q

the belief it is wrong to purchase foreign-made
products is known as

A

Consumer Ethnocentrism

114
Q

What are Hofstede’s cultural dimensions?

A

Power distance
Uncertainty avoidance
Individualism
Masculinity
Time Orientation
Indulgence

115
Q

the individual definitions of Hofstedes cultural dimensions can be found in ch 6 cards

A
116
Q

What factor(s) determines purchasing power of a country?

A

Average per capita or household income and how income is distributed

117
Q

What are the 4 ways to enter a market?

A

Export
Licensing
Joint Venture
Direct Investment

118
Q

What type of product sells the same product or service in both the home country market and host country?

A

Product Extension

119
Q

What type of product sells a
product or service similar to
that sold in home country
but include minor
adaptations

A

Product Adaptation

120
Q

What type of product sells totally new products or services

A

Product Invention

121
Q

How do global companies get their products to companies?

A

Global distribution networks

Consumer shops

Supplies being creative with more as well

122
Q

How do global companies strategize to market to other economies?

A

View literacy levels by country

Must decide to adapt to language differences

Must analyze cultural and religious differences by country

Marketing (31 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions