Consumer Markets & Behavior Quiz

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Questions and Answers

What is the first step in the buyer decision process?

  • Post-purchase Behavior
  • Evaluation of Alternatives
  • Need Recognition (correct)
  • Information Search

Which of the following is NOT considered a type of buying behavior?

  • Complex Buying Behavior
  • Dissonance-reducing Buying Behavior
  • Variety-seeking Buying Behavior
  • Spontaneous Buying Behavior (correct)

In which stage of the new product adoption process does a consumer start using the product for the first time?

  • Trial (correct)
  • Awareness
  • Evaluation
  • Interest

Which social class measurement does NOT apply to influences on buying behavior?

<p>Family Size (A)</p>
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Which adopter category is typically the last to adopt a new product?

<p>Laggards (C)</p>
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What is the primary function of the black box in the Stimulus-Response Model?

<p>To produce responses based on stimuli (B)</p>
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What does Maslow's hierarchy of needs primarily address?

<p>Levels of human motivation (C)</p>
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Which of the following accurately describes perception in consumer behavior?

<p>The selection and interpretation of information (C)</p>
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Which factor significantly influences the changing demand for products across a consumer's life?

<p>Age and lifecycle stage (C)</p>
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In the context of consumer behavior, what is an attitude?

<p>An enduring evaluation of an object or idea (C)</p>
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How do economic factors influence consumer behavior?

<p>They affect disposable income and purchasing power (B)</p>
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What role do reference groups play in influencing consumer attitudes?

<p>They shape attitudes through comparison and influence (B)</p>
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What forms a consumer's self-concept according to the personal characteristics section?

<p>Personal beliefs and responses from others (B)</p>
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Flashcards

Consumer Market

All individuals and households who purchase products for personal use. It focuses on the final consumers' buying behavior.

Perception

The process of selecting, organizing, and interpreting information from the environment. It involves selective attention, distortion, and retention.

Learning

Changes in behavior that occur due to experience. It's influenced by stimuli, responses, and reinforcement.

Belief

Descriptive thoughts or beliefs someone holds about something. It's based on knowledge and opinions.

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Attitude

Consistent evaluations and feelings towards an object or idea. It's shaped by beliefs and can influence our choices.

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Membership Groups

Groups that directly influence an individual's behavior. It includes family, friends, and colleagues.

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Aspirational Groups

Groups that we aspire to belong to, even if we aren't currently members. Their values and behaviors influence our choices.

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Reference Groups

Groups that serve as a point of reference for shaping our attitudes, beliefs, and behaviors.

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Social Class Influence

Factors like income, education, and job determine a person's social class, impacting their buying habits.

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Buyer Decision Process

The process a consumer goes through when making a purchase, starting with recognizing a need and ending with post-purchase evaluation.

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Customer Journey

The continuous experiences a customer has with a brand that shape their buying behavior over time.

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Product Adoption Process

The stages a consumer goes through when adopting a new product, from initial awareness to full acceptance.

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Adopter Categories

Categories of consumers based on their willingness to adopt new products, ranging from early adopters to laggards.

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Study Notes

Consumer Markets & Consumer Behavior

  • Consumer market encompasses individuals and households buying products for personal use.
  • Consumer buyer behavior focuses on how final consumers purchase goods for personal consumption.
  • Stimulus-Response Model (Black Box): Marketing stimuli enter the consumer's "black box" (mind) and are processed; this creates consumer responses.

Psychological Characteristics

  • Motivation: A need strong enough to drive a person to satisfy it. Maslow's hierarchy of needs and motivation research explores subconscious motivations.
  • Perception: Involves selecting, organizing, and interpreting information; includes selective attention, distortion, and retention.
  • Learning: Changes in behavior resulting from experience, involving stimuli, responses, and reinforcement.
  • Beliefs & Attitudes: Beliefs are descriptive thoughts, while attitudes are consistent feelings and evaluations towards objects or ideas.

Personal Characteristics

  • Age & Lifecycle Stage: Consumer needs and product preferences change during their lifetime; companies tailor strategies to each stage.
  • Occupation & Economic Factors: Work strongly influences product demand, and economic factors affect disposable income, which impacts purchasing decisions. Marketers track economic trends.
  • Lifestyle: A pattern of living expressed through activities, interests, and opinions.
  • Personality & Self-Concept: Personality traits (like confidence) and self-concept (personal beliefs and external perceptions) influence purchasing decisions. Personal identity is woven into consumerism

Socio-Cultural Characteristics

  • Groups: Membership groups (direct impact), aspirational groups (desire to belong), and reference groups (shape attitudes) influence buying behavior.
  • Social Networks: Online communities, word-of-mouth, opinion leaders, and influencer marketing (micro and macro) are key factors.
  • Family: The most influential buying unit, with roles and status within the family affecting decisions.
  • Culture & Subculture: Culture shapes basic values and behaviors while subcultures have shared values based on experiences.
  • Social Classes: Influenced by occupation, income, education, and wealth, and dictates purchase decisions.

Buyer Decision Process & Customer Journey

  • Decision Process: Five steps: Need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior (satisfaction or dissonance).
  • Customer Journey: The ongoing experiences influencing buying behavior; this considers the lasting brand engagement and advocacy.

Variations in Buying Behavior

  • New Product Adoption Process: Five stages: awareness, interest, evaluation, trial, and adoption.
  • Adopter Categories: Innovators, early adopters, early majority, late majority, and laggards describe different speeds of adoption.
  • Types of Buying Behavior: Complex, dissonance-reducing, habitual, and variety-seeking describe different consumer motivations and situations.

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