10 Questions
What is the primary function of motives in consumer behavior?
To orient a person's activities towards satisfying a need or achieving a goal
Which stage of the perception process involves changing current information to be consistent with one's beliefs?
Selective Distortion
What is the term used to describe an individual's pattern of living in the world combined with their psychographics?
Lifestyle
What is the primary influence of social factors on consumer behavior?
They represent an important set of influences
What is the role of ability and knowledge in the consumer buying decision process?
To understand an individual's capacity to learn
What is the term used to describe the process of selecting, organizing, and interpreting information to produce meaning?
Perception
What is the primary function of attitudes in consumer behavior?
To drive perception
What stage of the perception process involves remembering information that supports one's beliefs?
Selective Retention
What is the term used to describe the process of selecting inputs to be exposed to one's awareness?
Selective Exposure
What is the primary influence of lifestyle on consumer behavior?
It affects an individual's buying decisions
Study Notes
Cultural and Social Group Influence on Consumer Behaviour
- Culture is a very important aspect to understand consumer behaviour as it signifies the set of values of a particular community.
- An individual decides to behave in a certain manner because of their culture, which can vary from individual to individual, region to region, and country to country.
- Social classes or membership groups to which an individual belongs can influence their buying behavior.
- Social perception is a key attribute that influences the buying behavior of an individual.
Family Influence on Consumer Behaviour
- A consumer's family has a major impact on their attitude and behavior.
- Families themselves are critically important in society as consumer units.
- Many consumer decisions are made by family members on behalf of the family.
- Marketers must understand family roles and family buying preferences.
Roles and Influence in the Family
- Initiator: the person who comes up with an idea and suggests the purchase.
- Influencer: the person who highlights the benefits of the product and pushes for the purchase.
- Decision Maker: the person who takes the final decision or the final call after analyzing all the pros and cons of the product.
- Buyer: the end user or final consumer who uses the product.
Opinion Leaders and their Influence
- Opinion leaders act as an intermediary between marketers and their target audiences.
- They obtain information about a certain product, summarize its pros and cons, and convey it to consumers in a simple way.
Factors Affecting Consumer Buying Decision Process
- Personal factors: unique to a particular person, including motives, perception, and attitude.
- Ability and knowledge: need to understand individuals' capacity to learn.
- Lifestyles: the pattern of being or living in the world combined with psychographics.
Types of Consumer Buying Decisions
- Extensive decision making/complex: unfamiliar, high involvement.
- Impulse buying: no conscious planning, product can shift from one category to the next.
This quiz covers the effects of social influence on consumer behavior, including cultural and subcultural factors, social class, reference groups, and family. It also explores the role of opinion leaders and family in shaping consumer attitudes and behaviors.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
