Consumer Purchase Decision Process
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Questions and Answers

What triggers the buying process in the consumer purchase decision process?

  • Problem Recognition (correct)
  • Promotion from marketers
  • Budget Constraints
  • Social Influence

    • Which type of search relies on previous personal experiences?

  • Qualitative Search
  • Quantitative Search
  • Internal Search (correct)
  • External Search

    • What is a characteristic of public sources of information?

  • They are neutral and accessible to the general public. (correct)
  • They are mainly based on personal connections.
  • They are influenced heavily by marketing strategies.
  • They are typically commercial in nature.

    • In the context of consumer behavior, who are considered to be personal sources of information?

    <p>Friends and family</p> Signup and view all the answers

    What role do parents play in influencing a child's school choice according to the content?

    <p>They create personal trusts.</p> Signup and view all the answers

    Which of the following is NOT an example of external search?

    <p>Recalling a past dining experience</p> Signup and view all the answers

    What does 'problem' in Problem Recognition imply in the consumer purchase process?

    <p>It refers to any perceived need.</p> Signup and view all the answers

    Why do marketers focus on personal sources during the buying process?

    <p>They can influence purchasing decisions significantly.</p> Signup and view all the answers

    What type of sources provide an unbiased assessment of home renovation professionals?

    <p>Globally known awards/certificates</p> Signup and view all the answers

    Which of the following criteria is NOT typically considered in purchase decision criteria?

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

    What factor is influenced by personal opinions or preferences during alternative evaluation?

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

    Which of the following is considered an objective evaluative criterion?

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

    Which factor significantly affects the buyer's decision at the point of purchase?

    <p>Terms of sales and return policy</p> Signup and view all the answers

    What is a common factor that may create time pressure during a purchase?

    <p>Urgent nature of the item</p> Signup and view all the answers

    Which aspect of consumer behavior is subjective and varies between individuals?

    <p>Value for money</p> Signup and view all the answers

    What type of information is provided by the Singapore Plumbing Society?

    <p>Licensed plumbers and contractors</p> Signup and view all the answers

    What primarily contributes to the differentiating of a product from its competitors?

    <p>Frequent exposure</p> Signup and view all the answers

    What is a primary characteristic of cognitive learning?

    <p>Reasoning without experience</p> Signup and view all the answers

    Which statement best describes brand loyalty?

    <p>Habit formation through rewards</p> Signup and view all the answers

    Which sociocultural influence describes groups people aspire to but do not belong to?

    <p>Aspiration reference groups</p> Signup and view all the answers

    Which of the following is a feature of family influence on consumer behavior?

    <p>Brand exposure affects purchasing patterns</p> Signup and view all the answers

    What is the effect of trends on consumer attitudes?

    <p>Changing trends often alter consumer attitudes</p> Signup and view all the answers

    Which of the following best defines lifestyle in the context provided?

    <p>A mode of living, including various aspects</p> Signup and view all the answers

    What role do key opinion leaders play in consumer purchasing behavior?

    <p>They help encourage initial purchases</p> Signup and view all the answers

    What is the main reason behind buyer's remorse?

    <p>Cognitive dissonance due to conflicting thoughts</p> Signup and view all the answers

    Which type of problem-solving situation requires the least amount of thought and is often routine?

    <p>Routine problem-solving</p> Signup and view all the answers

    How does cognitive dissonance impact post-purchase behavior?

    <p>It results in anxiety and second-guessing the purchase.</p> Signup and view all the answers

    What marketing strategy is most likely to be used for limited problem-solving purchases?

    <p>Personal selling and demonstrations</p> Signup and view all the answers

    Which factor does NOT typically affect spending decisions?

    <p>Public opinions on social media</p> Signup and view all the answers

    What can lead to customer dissatisfaction during the post-purchase stage?

    <p>Negative feelings associated with their decision</p> Signup and view all the answers

    When consumers skip stages in their decision-making process, this reflects which of the following?

    <p>Routine problem-solving behavior</p> Signup and view all the answers

    Which scenario is an example of an extended problem-solving situation?

    <p>Choosing a new smartphone</p> Signup and view all the answers

    Who typically acts as the decision maker in a family's purchasing decisions?

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

    Which group is categorized under commercial enterprises in the classification of organizational buyers?

    <p>Retail businesses</p> Signup and view all the answers

    What is derived demand in the context of organizational buying?

    <p>Demand driven by end consumers' needs</p> Signup and view all the answers

    What is a key factor for business firms in their organizational buying objectives?

    <p>Increase profits through reduced costs</p> Signup and view all the answers

    Which of the following is a characteristic of organizational buying related to purchasing volume?

    <p>Large size of order</p> Signup and view all the answers

    Which of the following is NOT a criterion used in organizational buying?

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

    What is the role of 'users' in a family decision-making context?

    <p>All family members who utilize the purchased goods</p> Signup and view all the answers

    What describes the primary focus of non-profit firms and governmental agencies in their buying objectives?

    <p>Meet the needs of the communities they serve</p> Signup and view all the answers

    Study Notes

    Consumer Purchase Decision Process

    • Problem Recognition: A trigger or stimulus initiates the buying process, driven by basic needs and wants.
      • Examples: Need for flavor leads to purchasing sauces, pandemic safety leads to mask purchases, celebratory gifts like graduation bears.
    • Information Search: Seeking value through internal and external sources.
      • Internal Search: Relying on personal experience, such as repeat purchases from trusted online stores or dining at familiar establishments.
      • External Search:
        • Personal Sources: Information from trusted individuals, such as family, friends, or industry experts.
          • Marketers target these individuals to influence potential buyers. Examples: School organizing events for parents to influence children's education choices, or obstetricians reaching out to friends of pregnant women to promote products.
        • Public Sources: Neutral and non-commercial sources available to everyone, such as consumer report publications, government agencies, and industry awards.
          • These sources act as unbiased information for consumers.
        • Marketer-Dominated Sources: Company-driven information, such as advertisements, website design, and promotional materials.
          • Biased towards the company's perspective.

    Influences on Consumer Behaviour: Situational, Psychological, Sociocultural

    • Consumer Involvement & Problem-Solving Variations:
      • The purchase decision process can be simplified or skipped based on the situation.
      • The context, including the type of product, the number of options, and time constraints, significantly affect the problem-solving process.
      • This impacts marketing strategies, such as focusing on inventory management, personal selling efforts, or other strategies to accommodate different buying patterns.
    • Problem-Solving Duration:
      • Routine: Frequent purchase decisions without significant thought, often driven by low cost and widespread availability. This requires marketers to ensure product availability and convenience.
      • Limited: Purchases requiring longer consideration, typically due to higher price points and importance. Marketers often utilize personal selling strategies and provide detailed information about the product.
      • Extended: Rare purchases involving extensive deliberation and often driven by significant investment.
    • Family Decision-Making: Every member contributes to the purchase decision with different roles and varying levels of bargaining power.
      • Roles:
        • Information Gatherer: Often children.
        • Influencer: Often children.
        • Decision Maker: Often mothers.
        • Purchaser: Often mothers.
        • User: The entire family.
    • Social Class: Divisions in society based on occupation, income, and education level.
      • Categorization: Upper, lower, and middle classes.
      • Shared Characteristics: Members within a social class often share similar values, interests, and beliefs.
    • Culture & Subculture: Culture shapes the fabric of society, influencing consumer behavior and preferences.

    The Nature & Size of Organisational Markets

    • Classifications of (Global) Organisational Buyers:
      • Commercial Enterprises: Businesses operating in the commercial sector.
      • Government & Public Organizations: Purchases of services and goods serving public interests, operating on a macro scale.
      • Institutions: Established organizations with religious, educational, professional, social, or other purposes.
      • Resellers: Organizations that buy and resell goods to consumers.
    • Characteristics of Organisational Buying:
      • Demand Characteristics:
        • Derived Demand: Driven by the demand of end consumers.
        • Size of Order: Large due to the nature of the buying entity, often requiring specific purchasing policies and procedures.
        • Number of Potential Buyers: Limited to a few organizations that cater to a larger consumer pool.
      • Organisational Buying Objectives:
        • Business Firms: Focus on increasing profit through cost reduction or revenue generation.
        • Non-Profit Firms and Governmental Agencies: Primarily focus on meeting the needs of the groups they serve, prioritising financial governance.
      • Organisational Buying Criteria:
        • Price: Often seeking special purchase rates or corporate discounts.
        • Quality Specifications: Emphasis on meeting specific needs and functionalities.
        • Delivery Schedules: Timely delivery and adherence to specified timelines are crucial.
        • Warranties & Claim Policies: Protection against damages, defective goods, or misspecifications.
        • Past Performances: Track records and reliability are vital for building trust and ensuring credibility.
        • Production Facilities & Capacity: Assessing the capabilities of manufacturing facilities or event spaces, depending on the product or service.

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    Description

    Explore the stages of the consumer purchase decision process, from problem recognition to information search. Understand how internal and external sources of information influence buying behavior. This quiz covers practical examples of how consumers are motivated to make purchases.

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