Marketing Chapter 5: Buyer Behavior

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Questions and Answers

What is the primary focus of consumer markets?

Buying behavior of final consumers (correct)

Buying behavior of businesses

Marketing strategies for corporations

Retail selling processes

Consumer buyer behavior includes the purchasing habits of organizations.

False

Name one major factor that influences consumer buyer behavior.

Cultural, social, personal, or psychological factors.

What is culture defined as?

A set of basic values, perceptions, wants, and behaviors learned from society Signup and view all the answers

The consumer market consists of all individuals and households that buy goods and services for _____ consumption.

personal Signup and view all the answers

Subcultures consist of individuals with varied life experiences and situations.

False Signup and view all the answers

Match the following factors with their definitions:

Cultural = Influences from society and cultural group Social = Influences from family and friends Personal = Influences from individual preferences and lifestyle Psychological = Motivations, perceptions, and beliefs that influence purchases Signup and view all the answers

Name the four major social classes in American society.

Upper Class, Middle Class, Working Class, Lower Class Signup and view all the answers

Which of the following best defines consumer buyer behavior?

The buying habits of individual consumers and households Signup and view all the answers

Social classes are measured as a combination of occupation, income, education, wealth, and other __________.

variables Signup and view all the answers

Which group has a direct influence on an individual's behavior?

Membership Groups Signup and view all the answers

The consumer market is exclusively made up of individuals.

False Signup and view all the answers

Reference groups serve as points of comparison for individuals in forming their attitudes and behaviors.

True Signup and view all the answers

What are the stages in the buyer decision process?

Need recognition, information search, evaluation of alternatives, purchase decision, post-purchase behavior. Signup and view all the answers

What factors contribute to the classification of social classes?

Occupation, income, education, wealth, other variables Signup and view all the answers

Match the following terms related to social factors to their correct descriptions:

Membership Groups = Groups that influence a person's behavior directly Aspirational Groups = Groups individuals wish to join Reference Groups = Groups serving as comparison standards for individuals Subcultures = Groups within a culture with shared values and experiences Signup and view all the answers

What role does family play in consumer buying behavior?

It is the most important consumer-buying organization in society. Signup and view all the answers

Social factors have no impact on consumer behavior.

False Signup and view all the answers

What system categorizes consumers into segments based on life-stage groups?

PRIZM Lifestage Groups system Signup and view all the answers

A person's pattern of living expressed in their psychographics is known as their ______.

lifestyle Signup and view all the answers

Match the personal factors with their descriptions:

Age = Influences the type of products consumed Occupation = Affects the goods and services bought Income = Determines spending trends Personality = Unique psychological characteristics of an individual Signup and view all the answers

Which of the following are traits of brand personality?

Sincerity, Excitement, Competence, Sophistication Signup and view all the answers

Age and life-cycle stage are considered personal factors affecting consumer behavior.

True Signup and view all the answers

What factors contribute to economic situations regarding consumer behavior?

Spending trends, personal income, and saving Signup and view all the answers

What is a motive in the context of consumer behavior?

A need that directs a person to seek satisfaction Signup and view all the answers

Perception involves organizing and interpreting information to form a meaningful picture of the world.

True Signup and view all the answers

Name one effect of selective retention in consumer behavior.

Remembering positive attributes of a favored brand while forgetting those of competitors. Signup and view all the answers

Motivation research is designed to probe consumers' ______ motivations.

hidden Signup and view all the answers

Which process involves consumers screening out most of the information they are exposed to?

Selective attention Signup and view all the answers

Selective distortion leads consumers to forget positive experiences about brands they do not favor.

False Signup and view all the answers

What are the four components involved in the learning process according to psychological factors?

Drives, Stimuli, Cues, Responses Signup and view all the answers

Match the psychological concepts with their descriptions:

Motivation = Need directing person to seek satisfaction Perception = Organizing and interpreting information Selective attention = Screening out most of the information Learning = Behavior change arising from experience Signup and view all the answers

Which of the following factors is NOT considered a psychological factor affecting consumer behavior?

Social influences Signup and view all the answers

Dissonance-reducing buying behavior occurs when consumers are highly involved in a purchase.

False Signup and view all the answers

What are the four major types of buying decision behavior?

Complex buying behavior, Dissonance-reducing buying behavior, Habitual buying behavior, Variety-seeking buying behavior Signup and view all the answers

The first stage of the buyer decision process is called ______.

Need Recognition Signup and view all the answers

Match the stages of the buyer decision process with their description:

Need Recognition = Identifying a problem or need Information Search = Seeking more information Evaluation of Alternatives = Weighing different options Purchase Decision = Deciding on a specific product Signup and view all the answers

In the information search stage, which of the following is NOT a source of information?

Social media sources Signup and view all the answers

Habitual buying behavior involves a complex decision-making process.

False Signup and view all the answers

What triggers need recognition in the buyer decision process?

Internal stimuli and external stimuli Signup and view all the answers

What is the main focus of the evaluation of alternatives stage in the buyer decision process?

Evaluating alternative brands in the choice set Signup and view all the answers

Cognitive dissonance can occur after a purchase if the buyer feels conflicted about their decision.

True Signup and view all the answers

What may affect a buyer's purchase decision despite having a strong purchase intention?

Attitudes of others and unexpected situational factors Signup and view all the answers

The stage in the buyer decision process after making a purchase is known as __________.

Postpurchase behavior Signup and view all the answers

Match the stages in the adoption process for new products with their definitions:

Awareness = The consumer learns about the new product Evaluation = The consumer assesses the product's benefits Trial = The consumer tests the product Adoption = The consumer decides to regularly use the product Signup and view all the answers

Which of the following describes the stage of the buyer decision process where the consumer takes action based on their satisfaction?

Postpurchase behavior Signup and view all the answers

The buyer decision process includes stages such as awareness, evaluation, trial, and adoption.

True Signup and view all the answers

Define cognitive dissonance in the context of buyer decision behavior.

Cognitive dissonance is buyer discomfort caused by postpurchase conflict. Signup and view all the answers

Which of the following best describes business buyer behavior?

The buying behavior of organizations to produce goods and services Signup and view all the answers

In business markets, demand is typically more elastic than in consumer markets.

False Signup and view all the answers

What is derived demand in business markets?

Demand that is dependent on the demand for another product. Signup and view all the answers

The business buying process involves steps including need recognition, __________, evaluation of alternatives, and purchase decision.

information search Signup and view all the answers

Match the factors that influence business buyer behavior with their descriptions:

Economic factors = Conditions that affect buyer purchasing power Technological factors = Impact of advances in technology on buying decisions Environmental factors = Influence of external environmental conditions on purchases Organizational factors = Internal structure and policies of a buying organization Signup and view all the answers

Which of the following distinguishes business markets from consumer markets?

Business markets involve complex buying behavior. Signup and view all the answers

Fluctuating demand is a characteristic of business markets.

True Signup and view all the answers

Business markets are generally defined as having __________ buyers but of larger size.

fewer Signup and view all the answers

What distinguishes a business purchase from a consumer purchase?

Has more buyer and seller interaction Signup and view all the answers

Supplier development aims to create networks of supplier-partners to ensure reliability in supply.

True Signup and view all the answers

What is a 'new task' in the context of buying situations?

A buying situation where the buyer purchases a product or service for the first time. Signup and view all the answers

In a _____ rebuy situation, the buyer routinely reorders something without modifications.

straight Signup and view all the answers

Match the types of buying situations with their definitions:

Straight rebuy = Routine reordering without modifications Modified rebuy = Reordering with specifications changes New task = First time purchase of a product or service Systems selling = Buying a complete solution from a single seller Signup and view all the answers

Which of the following is included in the buying center?

All individuals involved in the purchase decision-making process Signup and view all the answers

A modified rebuy involves the buyer making changes to the product specifications or terms.

True Signup and view all the answers

What does systems selling imply in business markets?

Buying a complete solution to a problem from a single seller. Signup and view all the answers

What stage follows problem recognition in the business buying process?

General need description Signup and view all the answers

Supplier search involves evaluating the performance of suppliers after a purchase.

False Signup and view all the answers

What approach is used to reduce costs by analyzing components?

Value analysis Signup and view all the answers

The stage of the business buying process that involves requesting proposals from suppliers is known as __________.

Proposal solicitation Signup and view all the answers

Match the stages of the business buying process with their descriptions:

Problem recognition = Identifying a need within the organization Supplier selection = Choosing preferred suppliers based on desired attributes Performance review = Critiquing supplier performance after procurement Order-routine specifications = Finalizing the order details with the supplier Signup and view all the answers

Which of the following describes a general need description?

Characteristics and quantity of the needed item Signup and view all the answers

Internal stimuli are the only source of need recognition in the business buying process.

False Signup and view all the answers

What is included in the order-routine specifications?

Specifications and terms of the purchase with the chosen supplier Signup and view all the answers

What is one advantage of online purchasing?

Enhances information sharing Signup and view all the answers

Government markets typically favor foreign suppliers over domestic suppliers.

False Signup and view all the answers

Name an example of an institutional market.

Schools, hospitals, nursing homes, or prisons. Signup and view all the answers

Government buyers generally award contracts to the ______ bidder.

lowest Signup and view all the answers

Match the following items with their characteristics:

Institutional markets = Low budgets and captive patrons Government markets = Favor domestic suppliers and outline bids E-Procurement = Access to new suppliers and lower costs Online purchasing = Speeds order processing and delivery Signup and view all the answers

Institutional markets have flexible budgets to accommodate their needs.

False Signup and view all the answers

What non-economic factors may affect government purchasing decisions?

Minority firms, depressed firms, and small businesses. Signup and view all the answers

Which of the following roles is responsible for defining product specifications and providing information for evaluating alternatives?

Influencers Signup and view all the answers

Gatekeepers are tasked with controlling the flow of information during the business buying process.

True Signup and view all the answers

What term describes the group of people involved in the decision-making process for purchasing a product?

Buying center Signup and view all the answers

The __________ factor refers to personal emotions and feelings that can influence business buying behavior.

personal Signup and view all the answers

Match the participants in the buying process with their descriptions:

Users = Those who will use the product or service Deciders = Individuals with the power to approve suppliers Purchasers = Buyers with formal purchasing authority Gatekeepers = People who control the flow of information Signup and view all the answers

Which of the following is NOT one of the major influences on business buyers?

Social factors Signup and view all the answers

Interpersonal factors can include influence, authority, and dynamics within a buying group.

True Signup and view all the answers

List one individual factor that can influence business buyer behavior.

Age, preferences, motives, or perceptions (any one of these is acceptable). Signup and view all the answers

According to the buying behavior model, __________ factors include objectives, strategies, and procedures within an organization.

organizational Signup and view all the answers

Which of the following best describes the role of a purchaser in the buying process?

Has the authority to select suppliers and terms. Signup and view all the answers

Study Notes

Chapter 5: Consumer Markets and Buyer Behavior

This chapter focuses on consumer markets and buyer behavior
Consumer buyer behavior is the buying behavior of final consumers—individuals and households that buy goods and services for personal consumption.
Consumer markets are comprised of all individuals and households that buy or acquire goods and services for personal consumption

Learning Objectives 1

Define the consumer market and construct a simple model of consumer buyer behavior
The model of consumer behavior is:
- The environment: Marketing stimuli (product, price, place, promotion), Other (economic, technological, social, cultural).
- Buyer's black box: Buyer's characteristics (buyer's decision process).
- Buyer responses: Buying attitudes and preferences, Purchase behavior, Brand engagements and relationships.

Learning Objectives 2

Name the four major factors that influence consumer buyer behavior
Factors:
- Cultural: Culture, subculture, social class
- Social: Groups and social networks, family, roles and status
- Personal: Age and life-cycle stage, occupation, economic situation, lifestyle, personality and self-concept
- Psychological: Motivation, perception, learning, beliefs and attitudes

Learning Objectives 3

List and define the major types of buying decision behavior and the stages in the buyer decision process
Types of Buying Decision Behavior: Complex buying behavior, dissonance-reducing buying behavior, habitual buying behavior, variety-seeking buying behavior
- High involvement vs. Low involvement, Significant differences between brands vs. Few differences between brands
The Buyer Decision Process:
- Need recognition: the consumer recognizes a problem or need (internal/external stimuli)
- Information search: the consumer is motivated to search for more information (personal, commercial, public, experiential sources)
- Evaluation of alternatives: the consumer uses information to evaluate alternative brands
- Purchase decision: the buyer makes the decision about which brand to purchase
- Postpurchase behavior: consumers take further action after purchase, based on their satisfaction or dissatisfaction

Learning Objectives 4

Describe the adoption and diffusion process for new products
The adoption process:
- Awareness, Interest, Evaluation, Trial, Adoption
Individual differences in innovativeness: Innovators, Early Adopters, Early Mainstream, Late Mainstream, Lagging Adopters
Influence of product characteristics on rate of adoption: Relative advantage, Compatibility, Complexity, Divisibility

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Description

This quiz explores Chapter 5 of consumer markets and buyer behavior. It covers key concepts such as buyer decision processes and the major factors influencing consumer behavior, including cultural elements. Test your understanding of the consumer market and the complexities of purchasing decisions.

Marketing Chapter 5: Buyer Behavior

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Questions and Answers

What is the primary focus of consumer markets?

Consumer buyer behavior includes the purchasing habits of organizations.

Name one major factor that influences consumer buyer behavior.

What is culture defined as?

The consumer market consists of all individuals and households that buy goods and services for _____ consumption.

Subcultures consist of individuals with varied life experiences and situations.

Match the following factors with their definitions:

Name the four major social classes in American society.

Which of the following best defines consumer buyer behavior?

Social classes are measured as a combination of occupation, income, education, wealth, and other __________.

Which group has a direct influence on an individual's behavior?

The consumer market is exclusively made up of individuals.

Reference groups serve as points of comparison for individuals in forming their attitudes and behaviors.

What are the stages in the buyer decision process?

What factors contribute to the classification of social classes?

Match the following terms related to social factors to their correct descriptions:

What role does family play in consumer buying behavior?

Social factors have no impact on consumer behavior.

What system categorizes consumers into segments based on life-stage groups?

A person's pattern of living expressed in their psychographics is known as their ______.

Match the personal factors with their descriptions:

Which of the following are traits of brand personality?

Age and life-cycle stage are considered personal factors affecting consumer behavior.

What factors contribute to economic situations regarding consumer behavior?

What is a motive in the context of consumer behavior?

Perception involves organizing and interpreting information to form a meaningful picture of the world.

Name one effect of selective retention in consumer behavior.

Motivation research is designed to probe consumers' ______ motivations.

Which process involves consumers screening out most of the information they are exposed to?

Selective distortion leads consumers to forget positive experiences about brands they do not favor.

What are the four components involved in the learning process according to psychological factors?

Match the psychological concepts with their descriptions:

Which of the following factors is NOT considered a psychological factor affecting consumer behavior?

Dissonance-reducing buying behavior occurs when consumers are highly involved in a purchase.

What are the four major types of buying decision behavior?

The first stage of the buyer decision process is called ______.

Match the stages of the buyer decision process with their description:

In the information search stage, which of the following is NOT a source of information?

Habitual buying behavior involves a complex decision-making process.

What triggers need recognition in the buyer decision process?

What is the main focus of the evaluation of alternatives stage in the buyer decision process?

Cognitive dissonance can occur after a purchase if the buyer feels conflicted about their decision.

What may affect a buyer's purchase decision despite having a strong purchase intention?

The stage in the buyer decision process after making a purchase is known as __________.

Match the stages in the adoption process for new products with their definitions:

Which of the following describes the stage of the buyer decision process where the consumer takes action based on their satisfaction?

The buyer decision process includes stages such as awareness, evaluation, trial, and adoption.

Define cognitive dissonance in the context of buyer decision behavior.

Which of the following best describes business buyer behavior?

In business markets, demand is typically more elastic than in consumer markets.

What is derived demand in business markets?

The business buying process involves steps including need recognition, __________, evaluation of alternatives, and purchase decision.

Match the factors that influence business buyer behavior with their descriptions:

Which of the following distinguishes business markets from consumer markets?

Fluctuating demand is a characteristic of business markets.

Business markets are generally defined as having __________ buyers but of larger size.

What distinguishes a business purchase from a consumer purchase?

Supplier development aims to create networks of supplier-partners to ensure reliability in supply.

What is a 'new task' in the context of buying situations?

In a _____ rebuy situation, the buyer routinely reorders something without modifications.

Match the types of buying situations with their definitions:

Which of the following is included in the buying center?

A modified rebuy involves the buyer making changes to the product specifications or terms.

What does systems selling imply in business markets?

What stage follows problem recognition in the business buying process?

Supplier search involves evaluating the performance of suppliers after a purchase.

What approach is used to reduce costs by analyzing components?

The stage of the business buying process that involves requesting proposals from suppliers is known as __________.

Match the stages of the business buying process with their descriptions:

Which of the following describes a general need description?

Internal stimuli are the only source of need recognition in the business buying process.

What is included in the order-routine specifications?

What is one advantage of online purchasing?

Government markets typically favor foreign suppliers over domestic suppliers.

Name an example of an institutional market.

Government buyers generally award contracts to the ______ bidder.