Consumer Behavior - Chapter 2
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Questions and Answers

Which of the following is NOT a factor that influences consumer behavior?

  • Weather (correct)
  • Lifestyle
  • Learning
  • Attitudes

Selective comprehension refers to consumers remembering information that confirms their existing beliefs.

False (B)

What are the three types of personal influence that can affect consumer decisions?

Opinion leaders, word-of-mouth, and the personal views, opinions, and behavior of others.

The process by which consumers learn to be consumers is called ______.

<p>Consumer socialization</p> Signup and view all the answers

Match the following concepts to their corresponding descriptions:

<p>Selective Exposure = Choosing what information to see Selective Attention = Focusing on specific information Selective Comprehension = Interpreting information in a way that aligns with beliefs Selective Retention = Remembering information that confirms beliefs</p> Signup and view all the answers

Social class refers to the set of beliefs, behaviors, and values shared by members of a society.

<p>False (B)</p> Signup and view all the answers

Which of the following is an example of a reference group?

<p>A group of friends who always try out new restaurants together (D)</p> Signup and view all the answers

What are the three stages of the family life cycle that impact purchasing decisions?

<p>Young newlyweds, families with young children, and empty nesters.</p> Signup and view all the answers

Which of the following is NOT a type of factor that influences consumer buying behavior?

<p>Marketing Strategies (C)</p> Signup and view all the answers

A consumer's mood is considered an antecedent state.

<p>True (A)</p> Signup and view all the answers

What are two examples of social surroundings that can influence a consumer's purchase decision?

<p>Examples of social surroundings include the presence of other people, the atmosphere of the store, the overall experience, and the social atmosphere of the shopping area.</p> Signup and view all the answers

The layout of a store is an example of a ______ surrounding.

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

Match the following factors with their corresponding category:

<p>Motivation = Psychological Variables Reference Groups = Social Influences The Purchase Task = Purchase Situation The Time of Day = Temporal Effects Culture = Social Influences Perception = Psychological Variables Energy Levels = Antecedent States The Family = Social Influences</p> Signup and view all the answers

Which of the following is the first step in the consumer purchase decision process?

<p>Problem Recognition (D)</p> Signup and view all the answers

Internal search involves gathering information from sources such as reading reviews and talking to friends.

<p>False (B)</p> Signup and view all the answers

What is the psychological variable that refers to a consumer's internal drive to seek out solutions to their problems?

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

The step in the purchase decision process where a consumer weighs different options based on their criteria is called ___________.

<p>evaluation of alternatives</p> Signup and view all the answers

Match the purchase decision process with their description:

<p>Problem Recognition = Identifying a need or want Consumer Information Processing = Gathering data about solutions Evaluation of Alternatives = Comparing different options Post-purchase Evaluation = Assessing satisfaction with purchase</p> Signup and view all the answers

Which of the following can be a trigger for problem recognition?

<p>Both internal and external stimuli (C)</p> Signup and view all the answers

The consumer's level of satisfaction after a purchase is based solely on the product's actual performance.

<p>False (B)</p> Signup and view all the answers

What factor that influences consumer buying behavior is defined as how a consumer perceives product information?

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

Flashcards

Problem Recognition

The first step in the purchase decision process where a consumer recognizes a need or problem to be solved.

Consumer Information Processing

This involves the consumer gathering information about potential solutions to their recognized problem. Information can be gathered from past experiences or external sources.

Evaluation of Alternatives

The consumer carefully considers different options or alternatives based on their criteria, such as price, features, and quality.

Purchase

The consumer makes the final decision to buy the product that they believe best addresses their need.

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Post-purchase Evaluation

The consumer analyzes their purchase decision. They compare their expectations with the actual performance of the product to determine if it was a good choice.

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Motivation

Internal forces that drive consumers to seek solutions to their problems. These can come from needs (like hunger) or desires (like wanting approval).

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Perception

The way consumers perceive information about products can significantly influence their buying decisions.

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Social Influences

External factors that influence buying behavior, such as social groups, cultural norms, and family influences.

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Selective Perception

The process of choosing what information to see, pay attention to, interpret, and remember based on personal beliefs and preferences.

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Learning (in Marketing)

Changes in consumer behavior that happen due to experiences. If a product consistently meets needs, the consumer is more likely to buy it again.

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Attitudes

Feelings or opinions about products, brands, or companies. Developed through learning, family influence, peers, experiences, and personality.

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Lifestyle

A consumer's values, interests, and activities. It influences shopping habits and purchase decisions.

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Personal Influence

People's personal views, opinions, and behaviors that can influence your choices. Examples: celebrities, experts, word-of-mouth.

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Reference Groups

Groups of people a consumer identifies with (friends, family, coworkers, etc.). They provide information and create social pressure to conform.

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Consumer Socialization

The process of learning how to be a consumer, influenced by family.

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Family Life Cycle

Different stages a family goes through (newlyweds, empty nesters, etc.). Each stage affects buying decisions.

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Social Surroundings

The social environment in which a consumer makes a purchase, including the presence of others, atmosphere, and overall experience.

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Physical Surroundings

The physical location, layout, and overall look and feel of a store.

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Temporal Effects

Factors related to time, such as the time of day, time of year, and time available for shopping.

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Antecedent States

Factors that influence the consumer's mood and motivation before making a purchase, including mood, energy levels, financial situation, and attitude.

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Psychological Variables

Internal factors like motivation, perception, learning, attitudes, and lifestyle that influence consumer behaviour.

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Purchase Situation

Situational factors like the purpose of the purchase, social surroundings, physical surroundings, temporal effects, and antecedent states that influence consumer behaviour during the buying process.

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Study Notes

Consumer Behavior - Chapter 2

  • The chapter covers consumer behavior, focusing on the purchase decision process and factors influencing it.
  • The chapter objectives are to define and discuss the purchase decision process, problem recognition, consumer information processing, evaluation of alternatives, purchase, and post-purchase evaluation. Additional factors like psychological influences, social influences, and purchase situations are explored.

Chapter Objectives

  • The chapter aims to define and discuss the consumer's purchase decision process, including its stages, and the factors that affect each stage.

Factors Affecting Consumer Buying Behavior

  • Consumer behavior is influenced by psychological variables, social influences, and purchase situations.

The Purchase Decision Process

  • Key stages of the purchase decision process are depicted as a vertical flow chart. Each stage is listed independently: Problem Recognition, Consumer Information Processing, Evaluation of Alternatives, Purchase, Post-purchase Evaluation.

Problem Recognition

  • Problem recognition occurs when a consumer recognizes a need or problem, triggered by internal or external stimuli.

Consumer Information Processing

  • Internal search involves the consumer recalling past experiences and knowledge.
  • External search involves seeking information from outside personal experiences.

Evaluation of Alternatives

  • Consumers evaluate alternatives based on criteria like price, features, quality, etc.

Purchase

  • The purchase is the act of a consumer buying a product.
  • Purchase decisions can be affected by others' opinions or unforeseen circumstances.

Post-purchase Evaluation

  • Marketers evaluate consumer behavior and satisfaction after the purchase.
  • Consumer satisfaction results from comparing pre-purchase expectations to perceived product performance.
  • Dissatisfaction is greater when the gap between expectations and performance is larger.

Determinants of Consumer's Satisfaction Level

  • A diagram visually represents the relationship between product performance, expectations, and satisfaction levels (none - high satisfaction; slight - low satisfaction; big - dissatisfaction).

Factors Affecting Consumer Buying Behavior

  • The factors affecting consumer behavior include psychological variables, social influences, and purchase situations.

The Consumer and Psychological Influences

  • Key psychological influences affecting consumer decisions are motivation, perception, learning, attitudes, and lifestyle.

Motivation

  • Motivation to buy stems from an unsatisfied need (drive) that drives the motivation to buy. Motivational decisions are followed by a purchase decision.

Perception

  • Perception varies among individuals. Selective processes affect how consumers perceive information: selective exposure, selective attention, selective comprehension, and selective retention.

Stages in the Selective Process of Information

  • Diagram illustrating the consumer's selective process when absorbing information: selective exposure, selective attention, selective comprehension, and selective retention.

Learning

  • Learning involves behavior changes stemming from past experiences.
  • Repeat purchases increase the likelihood of future purchases of the same product

Attitude

  • Attitudes reflect a person's feelings about something.
  • Attitudes develop over time, based on factors like family influences, peer group influences, information, experience, and personality.

Lifestyle

  • Lifestyle is a person's way of life (activities, interests, and opinions).

Social Influences

  • Aspects of social influence affecting consumer behavior are: personal influence, reference groups, family, social class, and culture.

Personal Influence

  • Consumer behavior is influenced by fellow consumers' opinions. Opinion leaders and word-of-mouth communication are crucial.

Reference Groups

  • These groups influence consumer opinions or choices.

Family

  • Family socialization, family life cycle, and family decision-making have an impact on consumer behavior.

Social Class

  • Social classes represent groups with equal social positions within society. Upper, middle, and lower classes are typical subdivisions.

Culture

  • A set of values, beliefs, behaviors, and attitudes. It's shared amongst a society and passed down through generations.

Purchase Situation

  • Five factors affecting consumer behavior: Purchase task, Social Surroundings, Physical Surroundings, Temporal Effects, and Antecedent States.

Purchase Task

  • The reason for the purchase affects buying behavior.

Social Surroundings

  • The presence of others in the purchase area greatly impacts buying behavior.

Physical Surroundings

  • The environment of the purchase location affects decisions.

Temporal Effects

  • Time of day and shopping time affect the buying behavior.

Antecedent States

  • Consumer mood or money availability affects buying behavior.

Consumer's Buying Behavior

  • A diagram illustrating various factors affecting consumer buying behavior, categorized into psychological variables, social influences, and purchase situations, with specific examples for each.

Chapter Exercise

  • A list of questions to test student understanding on consumer behavior, including inquiries about the importance of knowledge of consumer behavior, the stages of the buying decision process, the impact of internal searches for information, the derivation of consumer satisfaction levels, the concept of selective exposure, and the formation of attitudes among consumers.

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Consumer Behavior - Chapter 2 PDF

Description

This quiz explores Chapter 2 of Consumer Behavior, focusing on the purchase decision process and the various factors that influence consumer choices. Key stages such as problem recognition, information processing, and evaluation of alternatives are discussed, along with psychological and social influences. Test your understanding of how consumers make buying decisions.

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