Marketing Chapter 5 Flashcards

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Questions and Answers

What is consumer buyer behavior?

The behavior of consumers during holiday seasons.

The buying behavior of organizations.

The purchasing behavior of consumers in online markets.

The buying behavior of final consumers including individuals and households. (correct)

What is the consumer market?

All the individuals and households that buy or acquire goods and services for personal consumption.

Match the factors influencing consumer behavior with their categories:

Culture = Cultural Family = Social Age = Personal Motivation = Psychological

Define culture in consumer behavior.

The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions. Signup and view all the answers

What is a subculture?

A group of people with shared value systems based on common life experiences and situations. Signup and view all the answers

Explain social class.

Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors. Signup and view all the answers

What defines a group in consumer behavior?

Two or more people who interact to accomplish individual or mutual goals. Signup and view all the answers

Who is an opinion leader?

A person within a reference group who exerts social influence on others. Signup and view all the answers

What is an online social network?

Online social communities like blogs, social networking websites, or virtual worlds. Signup and view all the answers

Define lifestyle.

A person's pattern of living as expressed in activities, interests, and opinions. Signup and view all the answers

What is personality in the context of consumer behavior?

The unique psychological characteristics that distinguish a person or group. Signup and view all the answers

Define motive (drive).

A need that is sufficiently pressing to direct the person to seek satisfaction. Signup and view all the answers

What is motivation research?

Qualitative research designed to probe consumers' hidden, sub-conscience motivations. Signup and view all the answers

Which of the following is NOT a level in Maslow's Hierarchy of Needs?

Financial needs Signup and view all the answers

What is perception in consumer behavior?

The process by which people select, organize, and interpret information. Signup and view all the answers

Match the three perceptual processes:

Selective attention = Screening out most information Selective distortion = Interpreting information to support beliefs Selective retention = Remembering favorable points about favored brands Signup and view all the answers

Define learning in the context of consumer behavior.

Changes in an individual's behavior arising from experience. Signup and view all the answers

What is a belief in consumer psychology?

A descriptive thought a person has about something. Signup and view all the answers

Define attitude.

A person's consistent evaluations, feelings, and tendencies toward an object or idea. Signup and view all the answers

What is complex buying behavior?

Consumer buying behavior in situations characterized by high consumer involvement and significant perceived differences among brands. Signup and view all the answers

Define dissonance-reducing buying behavior.

Consumer buying behavior in situations characterized by high involvement but few perceived differences among brands. Signup and view all the answers

What is habitual buying behavior?

Consumer buying behavior in situations characterized by low consumer involvement and few perceived brand differences. Signup and view all the answers

Define variety-seeking buying behavior.

Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences. Signup and view all the answers

Match the stages in the buyer's decision process:

Need recognition = The consumer recognizes a problem or need Information search = The consumer searches for more information Evaluation of alternatives = The consumer compares brands Purchase decision = The consumer's choice of brand Post purchase behavior = Actions based on satisfaction or dissatisfaction Signup and view all the answers

What is cognitive dissonance?

Buyer discomfort caused by post-purchase conflict. Signup and view all the answers

Match the stages in the adoption process:

Awareness = The consumer becomes aware of the new product Interest = The consumer seeks information about the new product Evaluation = The consumer considers whether to try the product Trial = The consumer tries the new product on a small scale Adoption = Full and regular use of the product Signup and view all the answers

Study Notes

Consumer Behavior and Markets

Consumer Buyer Behavior refers to the buying actions of final consumers, including individuals and households.
Consumer Market encompasses all individuals and households purchasing goods and services for personal use.

Influences on Consumer Behavior

Cultural Factors include culture, subculture, and social class; these shape values and behaviors.
Social Factors involve small groups, family dynamics, and recognized social roles and statuses.
Personal Factors consider aspects like age, life cycle stages, occupation, economic status, lifestyle, personality, and self-concept.
Psychological Factors include motivation, perception, learning processes, and individual beliefs and attitudes.

Cultural Influencers

Culture represents the basic values, perceptions, wants, and behaviors learned from family and key societal institutions.
Subculture denotes groups with shared value systems influenced by common life experiences.
Social Class constitutes lasting, ordered divisions in society sharing similar values, interests, and behaviors.

Group defines two or more individuals interacting to achieve specific goals.
Opinion Leader is a person with unique skills or qualities who influences others' opinions in a reference group.
Online Social Network consists of digital communities such as blogs and social media platforms encouraging information sharing and socialization.

Personal Attributes

Lifestyle reflects a person's living habits illustrated through their activities, interests, and opinions.
Personality encompasses the unique psychological traits that distinguish an individual or group.

Psychological Factors

Motive (Drive) indicates a compelling need prompting action for satisfaction.
Motivation Research employs qualitative methods to explore underlying consumer motivations.
Maslow's Hierarchy of Needs prioritizes human needs from physiological (basic survival) to self-actualization (personal growth).
Perception involves the way individuals select, organize, and interpret stimuli from their environment.
Three Perceptual Processes:
- Selective Attention involves filtering out most stimuli.
- Selective Distortion influences interpretation to align with existing beliefs.
- Selective Retention allows recalling favorable information about preferred brands while forgetting competitors' positive attributes.

Learning and Beliefs

Learning refers to behavioral changes stemming from experience.
Belief describes a person’s thoughts about something.
Attitude involves consistent evaluations and feelings towards specific objects or ideas.

Types of Buying Behavior

Complex Buying Behavior emerges during high involvement purchases with significant brand differences.
Dissonance Reducing Buying Behavior occurs in high-involvement situations with minimal perceived differences among brands.
Habitual Buying Behavior is typical in low-involvement situations with few brand distinctions.
Variety Seeking Buying Behavior describes low-involvement decisions driven by noticeable brand differences.

Buyer Decision Process

Stages in the Buyer Decision Process:
- Need Recognition: Identifying a problem or need initiates the process.
- Information Search: Active or passive gathering of information following need recognition.
- Alternative Evaluation: Comparing brands in the consideration set using gathered information.
- Purchase Decision: Final choice of brand for purchase.
- Post Purchase Behavior: Actions taken after purchase influenced by satisfaction levels.

Post-Purchase Dynamics

Cognitive Dissonance refers to buyer discomfort arising from conflicting post-purchase feelings.

Adoption Process Stages

Stages in Adoption Process:
- Awareness: Recognition of a new product without detailed information.
- Interest: Seeking additional information about the new product.
- Evaluation: Considering the viability of trying the new product.
- Trial: Testing the product on a small scale to gauge value.
- Adoption: Committing to regular use of the new product.

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Description

Test your knowledge on Consumer Buyer Behavior with these flashcards from Marketing Chapter 5. Explore key concepts like consumer markets and the factors influencing consumer behavior, including cultural and social influences. Perfect for marketing students looking to reinforce their understanding of consumer dynamics.