Factors Influencing Consumer Behavior
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Factors Influencing Consumer Behavior

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Questions and Answers

What is a significant factor influencing consumer behavior related to the environment they are part of?

  • Economic factors
  • Technological factors
  • Cultural factors (correct)
  • Psychological factors

    • Which of the following best describes the role of personal factors in consumer decision-making?

  • They only affect high-income groups.
  • They include aspects like age and occupation. (correct)
  • They are primarily influenced by social networks.
  • They have no impact on marketing strategies.

    • How do subcultures influence consumer behavior?

  • They dictate universal consumer preferences.
  • They have no identifiable impact.
  • They are targeted solely by global brands.
  • They lead to tailored marketing programs. (correct)

    • Which psychological factor affects consumer behavior by influencing needs and desires?

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

    What role does social class play in consumer behavior?

    <p>It influences lifestyle choices and buying decisions.</p> Signup and view all the answers

    Which of these does NOT represent a buyer's psychological factor?

    <p>Economic situation</p> Signup and view all the answers

    What is the overall impact of external and internal influencers on buying decisions?

    <p>They contribute to a complex decision-making process.</p> Signup and view all the answers

    How do family roles affect consumer purchasing decisions?

    <p>They can influence preferences and choices of products.</p> Signup and view all the answers

    What primarily defines a subculture?

    <p>A group within a culture sharing common values from life experiences.</p> Signup and view all the answers

    Which factor includes 'Pester Power' as a marketing consideration?

    <p>Family Influence</p> Signup and view all the answers

    The 'My Black is Beautiful' campaign focused on which of the following?

    <p>Changing narratives around black women and beauty.</p> Signup and view all the answers

    Which of the following best describes membership groups?

    <p>Groups to which individuals belong with direct influence.</p> Signup and view all the answers

    Procter & Gamble received which accolades for 'The Talk' campaign?

    <p>Grand Prix at Cannes and an Emmy for Outstanding Commercial.</p> Signup and view all the answers

    What are aspirational groups characterized by?

    <p>Groups wished to be joined by an individual.</p> Signup and view all the answers

    In terms of social factors, what do reference groups provide?

    <p>Comparisons for forming attitudes or behaviors.</p> Signup and view all the answers

    Which of these statements about culture is true?

    <p>Culture shapes fundamental values, perceptions, and behaviors.</p> Signup and view all the answers

    What does personality primarily refer to in the context of consumer behavior?

    <p>The individual's unique psychological characteristics</p> Signup and view all the answers

    Which of the following best describes attitudes in relation to consumer behavior?

    <p>The emotional responses towards products influenced by external factors</p> Signup and view all the answers

    Selective attention refers to which of the following?

    <p>The tendency to screen out unnecessary information</p> Signup and view all the answers

    In Maslow's hierarchy of needs, which level is related to self-fulfillment?

    <p>Self-actualization needs</p> Signup and view all the answers

    What is the primary focus of consumer buyer behavior?

    <p>The buying behavior of final consumers and households</p> Signup and view all the answers

    What psychological factor influences the way individuals interpret information?

    <p>Selective distortion</p> Signup and view all the answers

    Which of the following describes the 'glass-self' concept?

    <p>The self-image shaped by others' perceptions</p> Signup and view all the answers

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

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

    What is the first step in the consumer purchase decision-making process?

    <p>Problem Recognition</p> Signup and view all the answers

    Which of the following is NOT an evaluating criterion in the alternatives stage of consumer behavior?

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

    What term is used to describe the process a consumer goes through from first hearing about a new product to regular use?

    <p>Adoption Process</p> Signup and view all the answers

    Which characteristic influences the rate of adoption by making a product easier to understand or use?

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

    Which adopter category is expected to adopt innovations last?

    <p>Lagging Adopters</p> Signup and view all the answers

    What best describes cognitive dissonance in the post-purchase stage?

    <p>Conflict between beliefs and behaviors</p> Signup and view all the answers

    Which factor is considered related to the divisibility characteristic of a product?

    <p>Can be tested on a limited basis</p> Signup and view all the answers

    Which of the following is a key reason for consumer receptivity during information search?

    <p>Ability to organize and prioritize information</p> Signup and view all the answers

    Study Notes

    Factors Influencing Consumer Behavior

    • Cultural factors are values, perceptions, wants, and behaviors learned by a member of a society.
    • Subcultures are groups with shared value systems based on common life experiences. For example, P&G's My Black is Beautiful initiative targets black women.
    • Social factors include groups and social networks.
      • Membership Groups: a person belongs to these groups.
      • Aspirational Groups: a person wishes to belong to these groups.
      • Reference Groups: people form attitudes and behavior based on these groups.
    • Family factors are important influences on buying decisions.
      • Each family member influences other family members' behaviors.
      • Marketing organizations use “double targeting” to reach family members with different needs.
      • “Pester Power” refers to children influencing buying decisions.
    • Personal factors include age, lifecycle, occupation, economic situation, lifestyle, personality, and self-concept.
      • Personality: distinguishing psychological characteristics influencing responses to the environment.
      • Self-Concept: the individual's image of themselves, including the real self, looking-glass self, and ideal self.
    • Psychological factors include motivation, perception, learning, and beliefs and attitudes.
      • Motivation: the needs and drives that influence behavior.
      • Maslow's Hierarchy of Needs explains motivation as a pyramid of needs, starting with physiological needs and moving towards self-actualization.
      • Perception: how individuals receive and interpret messages.
        • Selective Attention: screening out most information.
        • Selective Distortion: interpreting information to support existing beliefs.
        • Selective Retention: retaining information that supports personal attitudes and beliefs.
      • Learning: changes in behavior resulting from experience.
      • Beliefs and Attitudes: favorable or unfavorable feelings toward an object or idea.
    • Lifestyle is a person's whole platform of acting and interacting in the world. Marketing organizations use lifestyle imagery to create a brand identity and appeal to target consumers.
      • Example: KitchenAid sells a lifestyle, not just appliances.

    Consumer Markets and Buying Behavior

    • Consumer buyer behavior is the buying behavior of final consumers, who are individuals and households that buy goods and services for personal consumption.
    • Consumer markets are made up of all the individuals and households that buy or acquire goods and services for personal consumption.

    Consumer Purchase Decision Making

    • The Model of Buyer Behavior: helps understand how consumers make purchase decisions.
    • Stages of consumer purchase decision making:
      • Problem Recognition: recognizing a need or want, such as running out of a product, a product not meeting expectations, or a change in life stage.
      • ** Information Search:** gathering information about different products and brands, influenced by internal and external factors.
      • Evaluating Alternatives: comparing and evaluating different options, using objective and subjective criteria.
      • Purchase Decision: choosing a specific product or service, also considering the purchase timing and where to buy.
      • Post-Purchase Behavior: evaluating the purchase and experiencing satisfaction, dissatisfaction, or cognitive dissonance.

    The Adoption and Diffusion Process for New Products

    • The adoption process: the mental process an individual goes through from first learning about an innovation to final regular use.
      • Stages of adoption:
        • Awareness: becoming aware of the innovation.
        • Interest: showing interest in learning more about it.
        • Evaluation: weighing the benefits and drawbacks.
        • Trial: trying out the innovation.
        • Adoption: deciding to use the innovation regularly.
    • Individual differences in innovativeness:
      • Innovators: the first to adopt.
      • Early Adopters: opinion leaders who influence others.
      • Early Mainstream: adopt after the early adopters.
      • Late Mainstream: adopt after the majority.
      • Lagging Adopters: the last to adopt.
    • Influence of Product Characteristics on Rate of Adoption:
      • Relative advantage: the degree to which the product is superior to existing alternatives.
      • Compatibility: the degree to which the product fits with the values, experiences, and needs of potential consumers.
      • Complexity: the degree to which the product is difficult to understand or use.
      • Divisibility: the degree to which the product can be tried on a limited basis.
      • Communicability: the degree to which the results of using the product can be observed or described to others.

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    Description

    Explore the various factors that influence consumer behavior, including cultural, social, family, and personal influences. This quiz delves into how these elements affect purchasing decisions and overall consumer habits. Test your understanding of these critical marketing concepts.

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