Consumer Markets and Buyer Decision Process
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Questions and Answers

What influences the level of satisfaction or dissatisfaction after a purchase?

  • Previous customer reviews
  • Comparison between expectations and perceived performance (correct)
  • Sales promotions encountered prior
  • The popularity of the product

    • What is cognitive dissonance in the context of post-purchase behavior?

  • Discomfort caused by post-purchase conflict (correct)
  • A marketing strategy to improve product sales
  • The satisfaction level of a customer's purchase
  • An analysis method for customer expectations

    • What action should marketers take if consumers do not perceive a need for their product?

  • Launch advertising messages that trigger the need (correct)
  • Lower the price of the product
  • Increase product availability in stores
  • Create loyalty programs

    • If customers know about a product but have unfavorable attitudes towards it, what should marketers aim to do?

    <p>Change the product or change consumer perceptions</p> Signup and view all the answers

    Which of the following statements reflects a key difference between types of buying decision behavior?

    <p>Consumers use emotional reasoning for high-involvement purchases</p> Signup and view all the answers

    What percentage of the population belongs to the middle class in the U.K. and the U.S.A.?

    <p>44%</p> Signup and view all the answers

    Which social class consists of individuals with inherited wealth?

    <p>Upper Uppers</p> Signup and view all the answers

    Which group is NOT part of the working class in the U.K. and the U.S.A.?

    <p>Upper middles</p> Signup and view all the answers

    What is a characteristic of reference groups in affecting consumer behavior?

    <p>Can be both primary or secondary</p> Signup and view all the answers

    Which factor mainly contributes to being part of the lower lowers social class?

    <p>Low education and reliance on public assistance</p> Signup and view all the answers

    What percentage of the population is classified as upper lowers?

    <p>9%</p> Signup and view all the answers

    Which occupational group is considered part of the lower managerial and professional occupations?

    <p>Intermediate occupations</p> Signup and view all the answers

    Which class represents individuals earning high incomes through exceptional ability?

    <p>Upper middles</p> Signup and view all the answers

    What defines a consumer market?

    <p>All personal consumption of final consumers</p> Signup and view all the answers

    Which of the following best describes subcultures?

    <p>Groups within a culture sharing similar values due to common life experiences</p> Signup and view all the answers

    What is the primary characteristic of social class?

    <p>Society's divisions where members share similar values and behaviors</p> Signup and view all the answers

    Which factor influences consumer behavior through learned values and perceptions?

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

    How can consumer purchase behavior be best defined?

    <p>The buying behavior of individuals and households for personal consumption</p> Signup and view all the answers

    What does the term 'black box' refer to in the context of consumer behavior?

    <p>The process behind consumer decision-making</p> Signup and view all the answers

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

    <p>Inherited traits from ancestors</p> Signup and view all the answers

    Which factor could be considered as a determining antecedent of social class?

    <p>Average income and educational background</p> Signup and view all the answers

    What role within a family is typically responsible for making the final purchasing decision?

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

    Which of the following best describes aspirational groups?

    <p>Groups a person wishes to belong to</p> Signup and view all the answers

    What personal factor refers to the stages of a person's growth and development?

    <p>Age and life cycle stage</p> Signup and view all the answers

    Which of the following defines lifestyle in the context of consumer behavior?

    <p>A person's pattern of living expressed through activities and opinions</p> Signup and view all the answers

    In consumer buying roles, which role is characterized by suggesting products or influencing others' choices?

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

    What distinguishes reference groups from membership groups?

    <p>Reference groups influence behavior without direct membership; membership groups involve belonging.</p> Signup and view all the answers

    Which marital status generally falls under the 'middle aged' life cycle stage?

    <p>Married without children</p> Signup and view all the answers

    Which personal factor is NOT typically considered when analyzing consumer behavior?

    <p>Social networks</p> Signup and view all the answers

    Which behavior involves high involvement in a purchase and significant differences among brands?

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

    What drives consumers in Dissonance-reducing buying behavior?

    <p>Good price and convenience</p> Signup and view all the answers

    What type of buying behavior is characterized by low involvement and little brand difference?

    <p>Habitual buying behavior</p> Signup and view all the answers

    Which type of buying behavior involves brand switching for enjoyment or boredom?

    <p>Variety-seeking behavior</p> Signup and view all the answers

    What is a significant characteristic of complex buying behavior?

    <p>Highly self-expressive product</p> Signup and view all the answers

    What drives habitual buying behavior?

    <p>Brand familiarity</p> Signup and view all the answers

    Which factor is a common drive for variety-seeking behavior?

    <p>Boredom with current options</p> Signup and view all the answers

    In habitual buying behavior, which of the following is a strong motivator?

    <p>Limited-time offers</p> Signup and view all the answers

    What are the three potential outcomes when a consumer has a need?

    <p>Purchase immediately, store the need, or search for information</p> Signup and view all the answers

    Which type of source for information is least likely to be considered by consumers?

    <p>Cryptic sources that lack credibility or transparency</p> Signup and view all the answers

    What distinguishes the expectancy value model from conjunctive and disjunctive models?

    <p>Expectancy value model evaluates importance ratings and attributes based on personal preferences</p> Signup and view all the answers

    In the evaluation of alternatives, what does 'saliency' refer to?

    <p>How prominently a product attribute stands out to the consumer</p> Signup and view all the answers

    What can influence a consumer's purchase decision after evaluating alternatives?

    <p>Influence from others and situational factors</p> Signup and view all the answers

    What role do marketers play in the buyer decision process according to the content?

    <p>They seek to understand how consumers gather and trust information</p> Signup and view all the answers

    What is a possible risk faced by consumers during the purchase decision stage?

    <p>The perception of risk tied to the product's quality or suitability</p> Signup and view all the answers

    Which of the following reflects a focus on alternative evaluation by consumers?

    <p>Analyzing various product attributes and their importance</p> Signup and view all the answers

    Study Notes

    Consumer Markets

    • Characteristics affecting consumer behavior are examined.
    • A consumer market is defined as all personal consumption by final consumers, differentiated from industrial/institutional/organizational markets.
    • Consumer purchase behavior is the buying behavior of final consumers.

    Buyer Decision Process

    • A process with five stages
    • Need recognition
    • Information search
    • Evaluation of alternatives
    • Purchase decision
    • Postpurchase behavior
    • The buyer decision process begins with need recognition – a difference between current state and desired state.
    • Factors triggering need recognition fall into internal stimuli (like hunger) and external stimuli (like advertising).
    • During the information search stage consumers seek relevant information, using personal, commercial, public, and experiential sources.
    • During the evaluation of alternatives stage, consumers examine the available options and rank them based on various attributes.
    • Purchase decision is made when the most preferred option is selected, though it may be delayed.
    • This stage is influenced by others, and situational factors.
    • Post purchase behavior involves consumer satisfaction judging the purchase outcome based on perceived performance versus expectations.

    Types of Buying Decisions

    • Consumer decisions vary based on high/low involvement and number of differences between product brands
    • Complex buying behaviour describes high involvement, significant differences between brands, expensive products, infrequent purchase, and highly self-expressive.
    • Dissonance-reducing buying behaviour involves high involvement, few differences between brands, expensive products and infrequent purchase.
    • Habitual buying behavior: low involvement and few perceived differences.
    • Variety-seeking buying behavior: low involvement products, and significant perceived differences between brands.

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    Strategic Marketing Consumer Markets PDF

    Description

    Explore the dynamics of consumer markets and the various characteristics that influence consumer behavior. This quiz delves into the five stages of the buyer decision process, from recognizing needs to postpurchase evaluation. Test your understanding of how consumers make purchasing decisions and the factors that affect their behavior.

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