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Consumer Buying Behavior

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Questions and Answers

What is a motive, and how can understanding motives help marketers?

A motive is an internal energizing force that orients a person's activities towards satisfying a need or achieving a goal. Understanding motives can help marketers develop a marketing mix that better targets the needs and goals of their target audience.

What is the process of perception, and how does it relate to marketing?

Perception is the process of selecting, organizing, and interpreting information inputs to produce a meaningful picture of the world. In marketing, understanding perception is crucial to understanding how consumers process information and make buying decisions.

What is the role of ability and knowledge in consumer behavior?

Ability refers to an individual's capacity to learn, and knowledge is familiarity with a product and expertise. Inexperienced buyers often use prices as indicators of quality more than those who know a product.

How do attitudes influence consumer behavior?

Attitudes towards a firm and its products greatly influence the success or failure of a firm's marketing strategy. Individuals learn attitudes through experience and interaction with other people. Signup and view all the answers

What is personality, and how does it influence consumer behavior?

Personality is the combination of internal traits and behaviors that make a person unique, shaped by heredity and personal experience. Marketers can tailor their marketing strategy to appeal to different personality types. Signup and view all the answers

What are roles and family influences, and how do they impact consumer behavior?

Roles are the expectations of an individual based on their position within a group, and family influences can shape an individual's attitudes and behaviors. Marketers must consider these factors when developing their marketing strategy. Signup and view all the answers

What is the first stage of the consumer buying decision process?

Problem recognition, which is the awareness of needs and the difference between the desired state and the actual conditions Signup and view all the answers

What are the two types of information search that occur in the second stage of the consumer buying decision process?

Internal search, which involves searching one's memory, and external search, which involves seeking additional information from friends, relatives, and other sources Signup and view all the answers

What is the purpose of establishing criteria for evaluation in the third stage of the consumer buying decision process?

To establish criteria for evaluating alternatives, such as features the buyer wants or does not want Signup and view all the answers

What type of buying behavior involves buying low-involvement, frequently purchased, low-cost items with little search and decision effort?

Routine response or programmed behavior Signup and view all the answers

What is the purpose of post-purchase evaluation in the consumer buying decision process?

To evaluate satisfaction or dissatisfaction with the purchase and reduce cognitive dissonance Signup and view all the answers

What is an example of a demographic factor that can affect the consumer buying decision process?

Age Signup and view all the answers