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Questions and Answers
Family and friends are typically considered the least influential sources of information in decision making.
Family and friends are typically considered the least influential sources of information in decision making.
False
Mass media is classified as a personal source of information.
Mass media is classified as a personal source of information.
False
Evaluation of alternative products primarily focuses on price, features, and customer satisfaction.
Evaluation of alternative products primarily focuses on price, features, and customer satisfaction.
True
Handling, examining, and using a product falls under commercial sources of information.
Handling, examining, and using a product falls under commercial sources of information.
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Consumer expectations of product performance can significantly influence postpurchase behavior.
Consumer expectations of product performance can significantly influence postpurchase behavior.
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Attitudes of others have no bearing on a buyer's decision to purchase a product.
Attitudes of others have no bearing on a buyer's decision to purchase a product.
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Cognitive dissonance refers to the rationalization of a purchase decision in the case of satisfaction.
Cognitive dissonance refers to the rationalization of a purchase decision in the case of satisfaction.
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The degree of importance of product attributes does not affect the evaluation of alternatives.
The degree of importance of product attributes does not affect the evaluation of alternatives.
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Unexpected situational factors are irrelevant to the purchase decision-making process.
Unexpected situational factors are irrelevant to the purchase decision-making process.
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Brand beliefs influence how consumers perceive and evaluate product options.
Brand beliefs influence how consumers perceive and evaluate product options.
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Consumer buying behavior only involves the actions of individuals who purchase goods for recreational use.
Consumer buying behavior only involves the actions of individuals who purchase goods for recreational use.
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The first stage in the consumer buying process is Problem Recognition, where the consumer identifies a need.
The first stage in the consumer buying process is Problem Recognition, where the consumer identifies a need.
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The Evaluation of Alternatives stage involves the actual purchase decision made by the consumer.
The Evaluation of Alternatives stage involves the actual purchase decision made by the consumer.
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External sources of information during the Information Search can include personal memories and past experiences.
External sources of information during the Information Search can include personal memories and past experiences.
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Post-Purchase Evaluation occurs immediately after the purchase decision stage.
Post-Purchase Evaluation occurs immediately after the purchase decision stage.
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Consumer behavior is only influenced by external factors such as advertisements and recommendations.
Consumer behavior is only influenced by external factors such as advertisements and recommendations.
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In the Information Search stage, consumers create an evoked set of products they might consider.
In the Information Search stage, consumers create an evoked set of products they might consider.
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Problem Recognition can be triggered by environmental factors, such as changes in marketing strategies.
Problem Recognition can be triggered by environmental factors, such as changes in marketing strategies.
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The term 'consumer' refers only to businesses that buy products for resale.
The term 'consumer' refers only to businesses that buy products for resale.
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The purchase decision stage includes selecting both the product and the store from which it will be acquired.
The purchase decision stage includes selecting both the product and the store from which it will be acquired.
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Culture is not a significant factor influencing a person's wants and behavior.
Culture is not a significant factor influencing a person's wants and behavior.
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Sub-cultures consist of people who share different value systems and life experiences compared to the general culture.
Sub-cultures consist of people who share different value systems and life experiences compared to the general culture.
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A person's economic situation does not affect their consumer behavior.
A person's economic situation does not affect their consumer behavior.
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Family is a social factor that influences consumer behavior.
Family is a social factor that influences consumer behavior.
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Motivation is classified as a psychological factor affecting consumer behavior.
Motivation is classified as a psychological factor affecting consumer behavior.
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The buyer decision process includes a step for evaluating the product after purchase.
The buyer decision process includes a step for evaluating the product after purchase.
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Only external stimuli, like advertisements, can lead to need recognition in consumers.
Only external stimuli, like advertisements, can lead to need recognition in consumers.
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Individuals within a social class tend to exhibit entirely different buying behaviors.
Individuals within a social class tend to exhibit entirely different buying behaviors.
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Beliefs and attitudes are categorized under personal factors influencing consumer behavior.
Beliefs and attitudes are categorized under personal factors influencing consumer behavior.
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Lifestyle identification includes a consumer's activities, interests, and opinions.
Lifestyle identification includes a consumer's activities, interests, and opinions.
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Study Notes
Consumer Buying Behavior
- Consumer buying behavior refers to the decisions and actions of final consumers (individuals and households) when purchasing goods and services for personal use.
- The goal of studying consumer behavior is to understand how consumers respond to different marketing efforts.
- Consumers are individuals who buy products and services for themselves or on behalf of their households.They are the end-users of the products.
Definition of Consumer Buying Behavior
- Buying behavior encompasses the decision-making processes and actions of individuals involved in the buying and using of products.
- Consumer buying behavior specifically focuses on the buying behavior of the end-consumer.
Consumer Decision-Making Process
- The process involves several stages: problem recognition, information search, evaluation of alternatives, purchase decision, and post-purchase evaluation.
- Problem Recognition: Consumers become aware of a need or difference between their actual and desired states. This is often triggered by internal or external stimuli.
- Information Search: Consumers seek information about available options to satisfy their needs. This search can involve personal, commercial, public, or experiential sources.
- Evaluation of Alternatives: Consumers evaluate different options and identify the best fit based on their needs and desires. This involves established criteria and evaluating different product attributes.
- Purchase Decision: Consumers make their final choice to purchase a specific product or brand after considering product satisfaction and evaluation. Unexpected situations or influences from others might affect the intention to buy.
- Post-Purchase Evaluation: Consumers evaluate their satisfaction or dissatisfaction with their purchase decision based on the product's performance in relation to their expectations. Any discrepancy between expectations and performance can lead to cognitive dissonance, a feeling of tension.
Influences on Consumer Behavior
- Consumer behavior is influenced by several factors, categorized as internal and external.
- Internal Influences: Personal factors (age, income, occupation, lifestyle, personality), psychological factors (motivation, perception, learning, beliefs, attitudes).
- External Influences: Cultural factors (culture, subculture, social class), social factors (family, reference groups, roles and status).
Factors Affecting Consumer Behavior
- Culture: The most fundamental cause of a person's wants and behavior, encompassing basic values and perceptions.
- Subculture: Groups of people sharing common value systems based on experiences.
- Social Class: Groups of people who exhibit similar buying behaviors based on occupation, income, education, and wealth.
- Groups: Membership and reference groups significantly influence consumer behavior.
- Family: Family members (e.g., husband, wife, children) play crucial roles in purchasing decisions.
- Roles and Status: Individual roles and positions within a group affect consumer behavior.
- Personal Factors: Age, life-cycle stage, occupation, economic situation, lifestyle, and personality.
- Psychological Factors: Motivation, perception, learning, beliefs, and attitudes.
Types of Purchase
- Fully Planned Purchase: A purchase made with prior knowledge and intention.
- Partially Planned Purchase: A purchase with some pre-planning but is likely to change with alternatives found.
- Unplanned Purchase: A purchase made spontaneously with no prior intention.
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Description
Test your knowledge on consumer buying behavior and the decision-making processes involved in purchasing goods and services. This quiz covers the definitions, stages of decision-making, and various aspects of how consumers interact with the market. Perfect for students and marketing enthusiasts!
