Week Three

Question 1

Consumer buyer behaviour

Answer 1

Consumer buyer behaviour is the buying behaviour of final consumer, individuals and households who buy goods and sevices for personal consumption

Question 2

Consumer market

Answer 2

Consumer market is all of the personal consumption of final consumers

Question 3

Factors influencing consumer behaviour are:

Answer 3

cultural (culture, subculture, and social class),
social (reference groups, family, roles and status),
personal (age and life cycle stage, occupation, economic situation, lifestyle, personality and self-concept), and
psychological (motivation, perception, learning, beliefs and attitudes)

Question 4

Culture is

Answer 4

Culture is the learned values, perceptions, wants, and behaviour we learn from family and other important institutions
Includes: knowledge, beliefs, customs, arts, morals, laws, capabilities.
Aquired as a member of society

Question 5

Opinion leaders

Answer 5

are people within a reference group who exert social influence on others
Aka influentials or leading adopters

Question 6

Roles

Answer 6

are activities a person is expected to perform according to people around him / her

Question 7

Personality

Answer 7

refers to the unique psychological characteristics that lead to consistent and lasting responses to the consumer’s environment

Question 8

Myers-briggs personality type indicator

Answer 8

classifies people by 16 types
Introvert/extrovert
Sensing/Intuition
Thinking/Feeling
Judging/perceiving

Question 9

Personal factors

Answer 9

include: DADAA! Dominance, Agressiveness, Defensiveness, Adaptability, and Autonomy

Question 10

Motivation

Answer 10

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

Question 11

Perception

Answer 11

is how people select, organise, and interpret information to form a meaningful picture of the world

Question 12

Selective attention

Answer 12

is the tendency to screen out most of the information they are exposed to

Question 13

Selective distortion

Answer 13

is the tendency to interpret information in a way that will support what they already believe

Question 14

Selective retention

Answer 14

is the tendency to remember good points made about a brand they favor and forget good points about competing brands

Question 15

Learning

Answer 15

is the change in an individual’s bejaviour arising from experience
It occurs through interplay of: drives, stimuli, cues, responses, reinforcement

Question 16

Belief

Answer 16

is a descriptive throught that a person has about something based on: knowledge, opinion, or faith

Question 17

Attitudes

Answer 17

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

Question 18

There are four types of bying behaviour

Answer 18

Significant differences between brands and high involvement = complex buying behaviour

Significant differences between brands and low involvement = variety-seeking buying behaviour

few differences between brands and high involvement = dissonance reducing buying behaviour

few differences between brands and low involvement = habitual buying behaviour

Question 19

the buyer decision process involves

Answer 19

1) problem recognition
2) information search
3) evaluation of alternatives
4) purchase decision
5) post-purchase evaluation

Question 20

problem recognition occurs when

Answer 20

a problem or need triggered by either internal stimuli or external stimuli

Question 21

Cognative dissonance

Answer 21

is the discomfort caused by a post-purchase conflict

Question 22

Adoption process

Answer 22

is the mental process an individual goes through from first learning about an innovation to final regular use
Involves stages:
Awareness -> interest -> evaluation -> trial -> action

Question 23

Influences of product characteristics on rate of adoption are

Answer 23

Relative advantage, compatibility, complexity, divisibility / trial, communicability