16 Questions
What is the focus of consumer buyer behavior?
Individuals and households
Which of the following is NOT one of the learning objectives in Chapter 5?
To discuss B2B buyer behavior
What are consumer markets made up of?
Individuals and households
What does the model of buyer behavior in Figure 5.1 represent?
Consumer buyer behavior
Which of the following is a major factor influencing consumer buyer behavior?
Competitor pricing strategies
What is the primary focus of consumer markets?
Personal consumption
Which of the following is NOT one of the four major factors that influence consumer buyer behavior?
Economic factors
What refers to groups of people within a culture with shared value systems based on common life experiences and situations?
Subcultures
Which factor includes occupation, income, education, wealth, and other variables as measures?
Cultural factors
What element refers to a person’s pattern of living as expressed in his or her psychographics?
Lifestyle
What does the term 'buzz marketing' pertain to in the context of consumer buyer behavior?
Word of mouth
Which group has direct influence and to which a person belongs?
Membership groups
What refers to the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions?
Culture
Which factor affects the goods and services bought by consumers based on age and life-cycle stage?
Occupation
What are groups that form a comparison or reference in forming attitudes or behavior?
Reference groups
What element refers to the unique psychological characteristics that distinguish a person or group?
Personality
Study Notes
Consumer Buyer Behavior
- Focuses on the process by which individuals decide to purchase, use, or dispose of products, services, ideas, or experiences to satisfy their needs and wants.
Consumer Markets
- Made up of individuals and households that purchase goods and services for personal consumption.
Model of Buyer Behavior
- Figure 5.1 represents the model of buyer behavior, which influences consumer buying decisions.
Factors Influencing Consumer Buyer Behavior
- Major factors include cultural, social, personal, and psychological factors.
- Cultural factors include culture, subculture, and social class.
- Social factors include reference groups, family, and social roles.
- Personal factors include occupation, income, education, wealth, and lifestyle.
- Psychological factors include motivation, perception, learning, and attitude.
Cultural Factors
- Refers to the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.
- Includes culture, subculture, and social class.
Social Factors
- Reference groups: groups that form a comparison or reference in forming attitudes or behavior.
- Family and social roles: groups that have direct influence and to which a person belongs.
Personal Factors
- Includes occupation, income, education, wealth, and lifestyle.
- Lifestyle refers to a person's pattern of living as expressed in their psychographics.
Psychological Factors
- Refers to the unique psychological characteristics that distinguish a person or group.
- Includes motivation, perception, learning, and attitude.
Marketing Strategies
- Buzz marketing: a strategy that pertains to the creation and spread of buzz or word-of-mouth publicity about a product or service.
Test your knowledge of consumer markets and buyer behavior with this quiz based on Chapter 5 of 'Principles of Marketing' by Kotler and Armstrong. The quiz covers the definition of the consumer market, factors influencing consumer buyer behavior, and types of buying decisions. Perfect for students of marketing and anyone interested in consumer behavior.
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