Consumer Behavior and Decision Process
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Questions and Answers

What are the primary influences on consumer behavior mentioned in the content?

  • Social factors and personal preferences
  • Psychological factors and cultural influences
  • Cultural influences and situational factors (correct)
  • Economic factors and advertising

    • Which type of buying decision typically involves extended problem solving?

  • Gift buying for friends
  • Grocery shopping
  • Impulse buying
  • Fashion apparel purchases (correct)

    • What situational factor might affect where a consumer shops for jewelry?

  • The time of day the purchase is made
  • Whether the purchase is a gift or for oneself (correct)
  • The availability of discounts
  • The brand prestige of the jewelry store

    • How do marketers respond to cultural differences when addressing consumer needs?

    <p>By offering culturally specific products like halal meats</p> Signup and view all the answers

    Which of the following best defines habitual decision-making in consumer purchases?

    <p>A repeated choice made without much thought</p> Signup and view all the answers

    What is the first step in the consumer buying decision process?

    <p>Need Recognition</p> Signup and view all the answers

    What encompasses both functional needs and psychological needs in consumer behavior?

    <p>Need Recognition</p> Signup and view all the answers

    Which factor is NOT affecting the information search process of consumers?

    <p>Cultural Influences</p> Signup and view all the answers

    How do psychological factors affect consumers' buying behaviour?

    <p>They influence perceived risks and benefits.</p> Signup and view all the answers

    What does perceived benefit versus perceived cost relate to in consumer search processes?

    <p>Information Search Duration</p> Signup and view all the answers

    Which aspect does NOT play a role in influencing consumer buying behaviour?

    <p>Technology Adoption</p> Signup and view all the answers

    What is true about the importance of listening to customers in marketing strategies?

    <p>It provides insights into consumer needs and preferences.</p> Signup and view all the answers

    Which of the following best describes 'involvement' in the consumer buying decision process?

    <p>The emotional and cognitive engagement in the purchasing process.</p> Signup and view all the answers

    What is a key characteristic of noncompensatory decision rules?

    <p>They require consumers to eliminate options that do not meet a certain criterion.</p> Signup and view all the answers

    Which heuristic might a consumer use when selecting a product primarily based on its appearance?

    <p>Product presentation</p> Signup and view all the answers

    What can increase the conversion rate at the point of purchase?

    <p>Opening more check-outs</p> Signup and view all the answers

    Which outcome is least likely to be experienced postpurchase?

    <p>Immediate product returns</p> Signup and view all the answers

    How does customer loyalty typically develop?

    <p>With multiple repeat purchases from the same marketer</p> Signup and view all the answers

    What is one potential negative impact of undesirable consumer behavior?

    <p>Negative word-of-mouth</p> Signup and view all the answers

    Which of the following strategies is NOT suggested for reducing abandoned carts?

    <p>Making the purchasing process more difficult</p> Signup and view all the answers

    Which attribute is likely a determinant for a product's selection among consumers?

    <p>Distinctive features of the product</p> Signup and view all the answers

    What type of need is satisfied by Subway when marketing healthy food options?

    <p>Physiological needs</p> Signup and view all the answers

    Which psychological factor affects both attitudes and perceptions?

    <p>Learning</p> Signup and view all the answers

    How do family members influence consumer buying decisions?

    <p>By serving as decision makers and influencers</p> Signup and view all the answers

    What is the role of reference groups in consumer behavior?

    <p>They provide information, rewards, and self-image</p> Signup and view all the answers

    Which component is associated with a long-lasting evaluation towards a product or idea?

    <p>Attitude</p> Signup and view all the answers

    What influences a person's perceptual view of the world according to the psychological factors?

    <p>Culture, tradition, and upbringing</p> Signup and view all the answers

    In the context of consumer behavior, what do social factors include?

    <p>Interactions with family and reference groups</p> Signup and view all the answers

    What is a common feature of entrepreneurial marketing exemplified by Greenhouse?

    <p>Use of local organic ingredients</p> Signup and view all the answers

    Which locus of control is associated with individuals feeling they have some control over outcomes?

    <p>Internal Locus of Control</p> Signup and view all the answers

    What is a characteristic of individuals with an external locus of control?

    <p>They are likely to say 'why bother?'.</p> Signup and view all the answers

    What type of risk involves the possibility of financial loss?

    <p>Financial risk</p> Signup and view all the answers

    In the alternative evaluation process, which attribute is not considered a determinant attribute?

    <p>Brand reputation</p> Signup and view all the answers

    Using the non-compensatory decision rule, which vehicle would likely be the best candidate for purchase based on price?

    <p>Nissan</p> Signup and view all the answers

    What does 'evoked set' refer to in consumer decision making?

    <p>A set of brands that the consumer recalls easily</p> Signup and view all the answers

    Which factor does NOT influence consumers' search processes?

    <p>Time of year</p> Signup and view all the answers

    What is an example of a compensatory decision rule?

    <p>Considering all attributes and their weights before making a decision</p> Signup and view all the answers

    Study Notes

    Consumer Behavior

    • Consumer behavior drives marketing strategies and firms must understand consumer needs.
    • Feedback from customers is crucial for business improvement.

    The Consumer Buying Decision Process

    • The Consumer Decision Process is the steps consumers take when making a purchase.
    • It involves five steps: Need Recognition, Information Search, Alternative Evaluation, Purchase Decision, and Postpurchase.
    • Need Recognition highlights the awareness of a want or requirement.
    • Functional needs refer to the practical uses of the product or service.
    • Psychological needs pertain to personal satisfaction and emotional fulfillment.
    • The Information Search stage involves gathering data to make informed decisions.
    • Internal Search relies on existing knowledge and memories.
    • External Search involves gathering information from external sources.
    • Consumers search for information based on the perceived benefit versus perceived costs.
    • Locus of Control refers to the belief in one's ability to impact outcomes; internal locus leads to more searching.
    • Actual or perceived risk influences search efforts, such as performance risk, financial risk, social risk, physiological risk, and psychological risk.
    • Alternative Evaluation involves comparing options based on evaluative criteria and determinant attributes.
    • Compensatory Decision Rules weigh and combine attributes to arrive at the most appealing option.
    • Non-compensatory Decision Rules eliminate products that don't meet minimum criteria.
    • Decision Heuristics are mental shortcuts that simplify decision-making (e.g., price, brand, product presentation).
    • Purchase decision marks the moment of commitment to buy.
    • Conversion rate is the percentage of consumers who complete a purchase.
    • Postpurchase involves three potential outcomes: Customer Satisfaction, Postpurchase Dissonance, or Customer Loyalty.
    • Customer Loyalty develops from multiple repeat purchases, resulting in brand or store preference.
    • Undesirable Consumer Behavior includes negative word-of-mouth, which can be very damaging.

    Factors Influencing Consumer Buying Decisions

    • Psychological Factors influence buying decisions and include Motives, Attitudes, Perception, and Learning.
    • Motives are the driving forces behind consumer behavior.
    • Attitudes are evaluations and feelings towards objects or ideas, they are learned and enduring but can change.
    • Perception involves how consumers gather, process, and interpret information.
    • Learning influences both attitudes and perceptions and is shaped by social experiences.
    • Social Factors include Family and Reference Groups, which influence buying decisions.
    • Reference Groups are groups that consumers use for comparison and influence.
    • Culture encompasses shared meanings, beliefs, morals, and customs.
    • Situational Factors include Purchase Situation, Shopping Situation, and Temporal state, which can influence purchase decisions.
    • Involvement is the level of importance or interest consumers attach to a purchase decision.

    Types of Buying Decisions

    • Extended Problem Solving involves extensive effort and comparison.
    • Limited Problem Solving involves moderate research and comparison.
    • Impulse Buying is an unplanned purchase triggered by immediate desire or need.
    • Habitual Decision Making involves minimal effort and is based on routine or previous experience.

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    Chapter 4 Consumer Behaviour PDF

    Description

    Explore the intricacies of consumer behavior and the consumer buying decision process. This quiz covers essential aspects like need recognition, information search, and the various stages of making informed purchasing decisions. Perfect for understanding how these factors influence marketing strategies.

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