MT1 - Chapter 5 Vocab

Question 1

consumer buyer behavior

Answer 1

the buying behavior 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

4 characteristics affecting consumer behavior

Answer 3

cultural
social
personal
psychological

Question 4

culture

Answer 4

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

Question 5

subculture

Answer 5

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

Question 6

cross cultural marketing

Answer 6

the practice of including ethnic themes and cross cultural perspectives within their mainstream marketing

Question 7

social class

Answer 7

relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors

Question 8

group

Answer 8

two or more people who interact to accomplish individual or mutual goals

Question 9

word of mouth influence

Answer 9

impact of the personal words and recommendations of trusted friends, associates, and other consumers on buying behavior

Question 10

opinion leaders (influential/leading adopters)

Answer 10

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

Question 11

buzz marketing

Answer 11

enlisting or even creating opinion leaders to serve as brand ambassadors who spread the word about a company’s products

Question 12

online social networks

Answer 12

online social communities (blogs, social networking sites, and other online communities) where people socialize or exchange information and opinions

Question 13

lifestyle

Answer 13

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

Question 14

personality

Answer 14

unique psychological characteristics that distinguish a person or group

Question 15

brand personality

Answer 15

specific mix of human traits that may be attributable to a particular brand

Question 16

5 brand personality traits

Answer 16

sincerity
excitement
competence
ruggedness
sophistication

Question 17

motive

Answer 17

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

Question 18

perception

Answer 18

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

Question 19

selective attention

Answer 19

tendency for people to screen out most of the information to which they are exposed

Question 20

selective distortion

Answer 20

tendency of people to interpret information into an existing mindset

Question 21

selective retention

Answer 21

consumers are likely to only remember good points about a brand they favor and forget points about brands they disapprove of

Question 22

learning

Answer 22

changes in an individual’s behavior arising from experience

Question 23

belief

Answer 23

a descriptive thought that a person holds about something

Question 24

attitude

Answer 24

a person’s relatively consistent favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea

Question 25

complex buying behavior

Answer 25

consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands

Question 26

dissonance reducing buying behavior

Answer 26

consumer buying behavior in situations characterized by high involvement but few perceived differences among brands

Question 27

habitual buying behavior

Answer 27

consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences

Question 28

variety seeking buying behavior

Answer 28

consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences

Question 29

5 stages of buyer decision process

Answer 29

need recognition
information search
evaluation of alternatives
purchase decision
post-purchase behavior

Question 30

need recognition

Answer 30

the consumer recognizes a problem or need

Question 31

information search

Answer 31

consumer is motivated to search for more information

Question 32

alternative evaluation

Answer 32

consumer uses information to evaluate alternative brands in the choice set

Question 33

purchase decision

Answer 33

buyer’s decision about which brand to purchase

2 factors: attitudes of others & unexpected situational factors

Question 34

post-purchase behavior

Answer 34

consumers take further action after purchase, based on satisfaction or dissatisfaction

Question 35

cognitive dissonance

Answer 35

buyer discomfort caused by post-purchase conflict

Question 36

new product

Answer 36

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

Question 37

adoption process

Answer 37

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

Question 38

5 stages of adoption process

Answer 38

awareness
interest
evaluation
trial
adoption

Question 39

5 adopter groups

Answer 39

innovators
early adopters
early mainstream
late mainstream
lagging adopters

Question 40

5 characteristics influencing adoption rate

Answer 40

relative advantage
compatibility
complexity
divisibility
communicability