Consumer Markets and Behavior
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Questions and Answers

What distinguishes primary groups from secondary groups?

  • The presence of leaders within the group
  • The frequency of contact members have (correct)
  • The size of the group
  • The location of group meetings

Which group is characterized by individuals wishing to belong to it?

  • Membership groups
  • Formal groups
  • Aspirational groups (correct)
  • Reference groups

What role in the family purchasing process typically initiates the buying decision?

  • Influencer
  • User
  • Decider
  • Initiator (correct)

Which of the following best describes the family of orientation?

<p>The family where a person grows up and learns behaviors (C)</p> Signup and view all the answers

How do personal factors influence consumer behavior?

<p>They vary with age and life cycle stages (B)</p> Signup and view all the answers

What is typically a characteristic of reference groups?

<p>They serve as a comparison point for attitudes or behaviors (B)</p> Signup and view all the answers

Which family role is primarily responsible for making the final decision on a purchase?

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

What aspect of lifestyle influences an individual's consumer behavior?

<p>Their pattern of living expressed through activities, interests, and opinions (D)</p> Signup and view all the answers

What primarily defines a consumer market?

<p>Personal consumption of final consumers. (B)</p> Signup and view all the answers

Which statement best describes the concept of personal consumption?

<p>Acquiring items for personal worth without production intent. (A)</p> Signup and view all the answers

Which of the following factors is NOT a characteristic that affects consumer behavior?

<p>Market share analysis. (B)</p> Signup and view all the answers

What role does the buyer's black box play in consumer behavior?

<p>It helps understand consumer decision processes and characteristics. (B)</p> Signup and view all the answers

Social class can be determined by which of the following factors?

<p>Occupation, income, and education. (C)</p> Signup and view all the answers

Which factor is considered a cultural characteristic affecting consumer behavior?

<p>Learned values and perceptions. (B)</p> Signup and view all the answers

Reference groups influence consumer behavior primarily through which aspect?

<p>Shared values and behaviors. (B)</p> Signup and view all the answers

Why is market research important in understanding consumer behavior?

<p>It reveals consumer reactions to marketing stimuli. (D)</p> Signup and view all the answers

What motivates a need to become a motive?

<p>Awareness of the need (A)</p> Signup and view all the answers

Which category is NOT part of the SRI VALS lifestyle classifications?

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

Which is an example of a basic orientation according to SINUS GmbH?

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

What does self-concept primarily refer to?

<p>How we see ourselves (B)</p> Signup and view all the answers

Which of the following is NOT considered a high order need in Maslow's hierarchy?

<p>Psychological needs (C)</p> Signup and view all the answers

In what scenario would high order needs appear according to Maslow’s theory?

<p>Once esteem needs are fully satisfied (B)</p> Signup and view all the answers

Which personality characteristic is NOT commonly recognized as part of an individual's psychological makeup?

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

What is the focus of consumption in relation to self-concept?

<p>To get closer to ideal self-concept (C)</p> Signup and view all the answers

What is a typical strategy used by brand leaders to promote habitual buying behavior?

<p>Dominating shelf-space and advertising (A)</p> Signup and view all the answers

Which of the following best describes the buyer decision process's first stage?

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

What leads consumers to engage in variety-seeking behavior?

<p>Perceived differences between brands (D)</p> Signup and view all the answers

In the information search stage, what might a consumer do if they have a strong drive and a satisfying product at hand?

<p>Purchase the product without seeking information (A)</p> Signup and view all the answers

Which factors can trigger need recognition in consumers?

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

What typically characterizes habitual buying behavior?

<p>Low involvement and brand familiarity (D)</p> Signup and view all the answers

What is a possible outcome when a consumer has a need but no immediate product available?

<p>Storing the need in memory (C)</p> Signup and view all the answers

Why might price and sales promotions be strong drives for consumers in habitual buying scenarios?

<p>They can trigger immediate purchasing decisions (C)</p> Signup and view all the answers

Which of the following is considered a public source of information for consumers?

<p>Consumer-rating organizations (C)</p> Signup and view all the answers

What is a key difference between 'importance' and 'saliency' in consumer decision making?

<p>Importance indicates whether a feature is essential; saliency denotes the visibility of that feature. (A)</p> Signup and view all the answers

In the conjunctive model of consumer choice, what is the primary requirement for a product?

<p>It must meet at least one essential criterion. (B)</p> Signup and view all the answers

Which of the following best describes the expectancy value model of consumer choice?

<p>A framework where perceived attributes are multiplied by their importance. (A)</p> Signup and view all the answers

What can significantly influence a consumer's purchase decision?

<p>Support from family or friends (D)</p> Signup and view all the answers

What is a potential behavior that consumers may exhibit during the purchase decision phase?

<p>Postponing their purchase (A)</p> Signup and view all the answers

What type of source relies on firsthand experience with the product for information?

<p>Experiential sources (D)</p> Signup and view all the answers

Why do marketers want to understand how consumers evaluate alternatives?

<p>To guide product development and marketing strategies (B)</p> Signup and view all the answers

What does the term 'CUES' refer to in the buying process?

<p>Words or terms that guide consumer decisions (A)</p> Signup and view all the answers

Which type of buying behavior is characterized by high involvement and significant differences among brands?

<p>Complex buying behavior (A)</p> Signup and view all the answers

What is an example of personal risk in the purchasing decision process?

<p>Thinking that a cosmetic might cause skin damage (A)</p> Signup and view all the answers

What type of risk is associated with spending a lot of money on a purchase?

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

What can attitudes, as described in the content, be based on?

<p>Beliefs, evaluations, and feelings (A)</p> Signup and view all the answers

Which of the following statements best describes dissonance-reducing buying behavior?

<p>Entails high involvement and few differences between brands (D)</p> Signup and view all the answers

Which of the following is NOT a type of perceived risk during the purchasing process?

<p>Emotional risk (C)</p> Signup and view all the answers

What behavior is likely when a consumer feels a significant risk associated with a purchase?

<p>Complex decision-making behavior (C)</p> Signup and view all the answers

Flashcards

Involvement in Buying

The degree to which a consumer is engaged in the purchasing process. It's influenced by factors like perceived risk and the importance of the purchase.

Complex Buying Behavior

A type of buying behavior involving a high degree of involvement and significant differences between brands. It typically involves expensive, risky, infrequent purchases with high self-expression.

Dissonance-Reducing Buying Behavior

A type of buying behavior characterized by high involvement but few perceived differences between brands. It's common for expensive, infrequent purchases where the buyer experiences a degree of post-purchase anxiety.

Aspirational Groups

Groups that individuals wish to belong to, fulfilling a social need for affiliation.

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Membership Groups

Groups that directly influence an individual's behavior and to which they belong.

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Reference Groups

Groups used as a reference point for forming attitudes and behaviors, often including opinion leaders.

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Family of Orientation

The family in which a person grows up, learning values and consumption patterns.

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Family of Procreation

The family formed by a person, influencing household purchases and joint decisions.

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Initiator

The individual who initiates the purchase process, often by recognizing a need.

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Influencer

The individual whose opinions and preferences influence the purchase decision.

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Decider

The person who makes the final purchase decision.

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Perception

The way individuals perceive, organize, and interpret information from their surroundings.

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Motivation

A need that has been aroused to a sufficient level of intensity, making us aware of it.

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Maslow's Hierarchy of Needs

A hierarchical model of human needs, starting with basic physiological needs and culminating in self-actualization.

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Personality

Individual's unique psychological characteristics that lead to consistent and lasting responses to their environment.

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Self-concept

How individuals see themselves and how they want to be seen by others.

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Lifestyle Classifications

Categorization of consumers based on their shared lifestyles, values, and behaviors.

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SRI VALS

A psychographic tool that categorizes consumers into nine groups based on their values and motivations.

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SINUS GmbH

A consumer research methodology that classifies consumers based on their values, beliefs, and attitudes.

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Consumer Purchase Behavior

The purchase behavior of individuals and households who buy goods and services for personal use.

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Buyer's Black Box

The combination of factors that affect how a consumer reacts to marketing stimuli, including their internal states and decision processes.

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Culture

The learned values, perceptions, wants, and behaviors that are shared by members of a society.

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Subculture

Groups of people within a culture who share similar values, beliefs, and experiences.

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Social Class

Relatively permanent and ordered divisions in society based on factors like income, occupation, and education.

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Cultural Learning

The process by which individuals learn and acquire values, beliefs, attitudes, and behaviors from their family and other important institutions.

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Targeting Consumers

The strategy of targeting a specific group of consumers with tailored messages and offerings, taking into account their unique characteristics.

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Convenience-Driven Purchase

When a consumer's buying behavior is driven by factors other than their own desire, like social pressure or the availability of a product, leading them to choose the most convenient option.

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Habitual Buying Behavior

Buying the same brand repeatedly without much thought, often due to familiarity or habit.

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Variety-Seeking Behavior

This type of buying behavior is driven by a desire for new experiences and involves actively seeking out different brands and products.

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Need Recognition

The first stage of the Buyer Decision Process, where a consumer identifies a need or a gap between their current state and their desired state.

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Internal Stimuli

Internal stimuli, such as hunger, thirst, or tiredness, originate from within a consumer's body.

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External Stimuli

External stimuli, such as an advertisement or the smell of food, originate from outside the consumer's body.

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Information Search

The second stage of the Buyer Decision Process, where a consumer gathers information to address their recognized need.

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Direct Purchase

Situations where the consumer's need is so urgent or pressing that immediate action is taken without further research or deliberation.

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Experiential Sources

Information gathered from direct experiences, such as handling, examining, and using a product.

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Commercial Sources

Information that comes from advertisements, salespeople, the internet, product packaging, and displays.

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Public Sources

Information from mass media like news, magazines, and social media, as well as consumer rating organizations.

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Personal Sources

Information gathered from personal relationships, like friends and family.

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Evaluation of Alternatives

The process consumers go through to compare different brands and choose the best option.

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Attribute Importance

The importance consumers place on different product features when making a decision.

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Expectancy Value Model

When consumers consider a combination of product features and their importance to make a decision.

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Purchase Decision

The stage where consumers decide whether to buy the chosen product or not, often influenced by factors like perceived risk and affordability.

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Study Notes

Consumer Markets

  • A consumer market involves the personal consumption of final goods by individuals or households for their own use, distinct from businesses purchasing goods for resale or production.
  • Consumer buying behavior is the process of individuals and households acquiring goods and services for personal use.

Characteristics Affecting Consumer Behavior

  • Marketers need to understand how consumers react to marketing stimuli.
  • The "buyer's black box" represents the complex decision-making process consumers undergo.
  • Marketers use research to understand how consumers react to products, pricing, promotion, and distribution strategies.
  • Various factors impact consumer behavior.

Factors Affecting Consumer Behavior

  • Cultural:
    • Culture encompasses learned values, perceptions, wants, and behaviors from family and other important social institutions.
    • Subcultures are groups of people sharing value systems based on common life experiences and situations.
  • Social:
    • Social class refers to relatively permanent and ordered divisions within a society, where members share similar values, interests, and behaviors.
    • Reference groups are groups with a direct influence (membership groups) or aspirational influence (aspirational groups).
    • Family is the most influential buying organization affecting consumer behavior, with both orientation and procreation families shaping consumer decisions.
  • Personal:
    • Age and life-cycle stage: people's needs and wants evolve based on their life stage (youth, middle age, etc).
    • Occupation and economic situation impact purchasing decisions.
    • Lifestyle, or the pattern of living as expressed in activities, interests, and opinions, profoundly influences choices.
    • Personality and self-concept, unique psychological traits, lead to consistent responses in decision-making.
  • Psychological:
    • Motivation drives consumer behavior from unsatisfied needs like hunger, safety, social needs, esteem, and self-actualization.
    • Perception describes how people select, arrange, and interpret information to make sense of their world.
    • Learning influences behavior through experiences and interactions, including drives, stimuli, cues, responses, and reinforcements.
    • Beliefs and attitudes affect perceptions and evaluations of products and brands.

Types of Buying Decision Behavior

  • Involvement and the perceived risk associated with the purchase affect the consumer's decision process.

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Related Documents

UNIT 3: Consumer Markets PDF

Description

This quiz explores consumer markets and the factors influencing consumer behavior. Understand the key components that affect how individuals and households make purchasing decisions, including cultural influences and the buyer's decision-making process.

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