Podcast
Questions and Answers
What triggers the recognition of new consumer needs?
What triggers the recognition of new consumer needs?
- Decreased product availability
- Increased product prices
- Increased advertising frequency
- Changed circumstances (correct)
Which factor is NOT a consumer influence on problem recognition?
Which factor is NOT a consumer influence on problem recognition?
- Historical product usage
- Existing goods and services
- Current emotional state (correct)
- New product innovation
How does marketing information affect consumers' problem recognition?
How does marketing information affect consumers' problem recognition?
- It prompts them to evaluate their actual and desired states. (correct)
- It decreases awareness of actual needs.
- It only influences their emotional responses.
- It has no significant impact on recognition.
What sense of action is described when a consumer recognizes a problem or need?
What sense of action is described when a consumer recognizes a problem or need?
Which is an example of a situational influence that leads to problem recognition?
Which is an example of a situational influence that leads to problem recognition?
What motivates a consumer to act upon recognizing a problem?
What motivates a consumer to act upon recognizing a problem?
What primarily influences a consumer to switch products?
What primarily influences a consumer to switch products?
What does a greater perceived distance between actual and desired states lead consumers to recognize?
What does a greater perceived distance between actual and desired states lead consumers to recognize?
What is meant by 'decision delay' in consumer behavior?
What is meant by 'decision delay' in consumer behavior?
Which type of risk is associated with the psychological aspect of purchasing decisions?
Which type of risk is associated with the psychological aspect of purchasing decisions?
Which factor may influence a consumer's need to acquire information during the purchasing process?
Which factor may influence a consumer's need to acquire information during the purchasing process?
What does the locus of control theory indicate about consumer behavior?
What does the locus of control theory indicate about consumer behavior?
What might high levels of internal information quality affect during a consumer's decision-making process?
What might high levels of internal information quality affect during a consumer's decision-making process?
Which of the following is NOT a category related to the perceived risk in purchasing decisions?
Which of the following is NOT a category related to the perceived risk in purchasing decisions?
What is the likely outcome if a consumer has a positive evaluation of a purchase?
What is the likely outcome if a consumer has a positive evaluation of a purchase?
What is the primary consumer influence indicated by confidence in decision-making ability?
What is the primary consumer influence indicated by confidence in decision-making ability?
Which method is used in the EKB model for processing information where consumers pay attention to stimuli?
Which method is used in the EKB model for processing information where consumers pay attention to stimuli?
Specialty goods are characterized by which of the following traits?
Specialty goods are characterized by which of the following traits?
What does dissonance refer to in consumer behavior?
What does dissonance refer to in consumer behavior?
Which observational method involves marking the consumption process within consumers' homes?
Which observational method involves marking the consumption process within consumers' homes?
Which type of information gathering method involves asking consumers questions and recording responses?
Which type of information gathering method involves asking consumers questions and recording responses?
What is an essential aspect of the study of consumer behavior?
What is an essential aspect of the study of consumer behavior?
Which of the following methods is classified under physiological observational methods?
Which of the following methods is classified under physiological observational methods?
What can lead to negative evaluation of a consumer's choice?
What can lead to negative evaluation of a consumer's choice?
What does consumption primarily refer to?
What does consumption primarily refer to?
What is one of the five dimensions of motivation proposed by Sheth?
What is one of the five dimensions of motivation proposed by Sheth?
Which aspect of consumption is characterized by the time and place where goods are used?
Which aspect of consumption is characterized by the time and place where goods are used?
In an approach-approach conflict, what characterizes the situation faced by the individual?
In an approach-approach conflict, what characterizes the situation faced by the individual?
What is a consumption episode defined as?
What is a consumption episode defined as?
What type of consumption is associated with rituals and significant life events?
What type of consumption is associated with rituals and significant life events?
Which of the following does NOT represent a motive for increased consumer involvement?
Which of the following does NOT represent a motive for increased consumer involvement?
What type of conflict involves choosing between two undesirable alternatives?
What type of conflict involves choosing between two undesirable alternatives?
Which concept is related to the act of using goods in everyday life?
Which concept is related to the act of using goods in everyday life?
Which motive is categorized under functional motivation?
Which motive is categorized under functional motivation?
What is the term used for an uncontrollable desire to engage in consumption that can harm oneself or others?
What is the term used for an uncontrollable desire to engage in consumption that can harm oneself or others?
What is a primary factor influencing consumer satisfaction?
What is a primary factor influencing consumer satisfaction?
What does situational motivation refer to?
What does situational motivation refer to?
Which of the following is an example of an avoidance-approach conflict?
Which of the following is an example of an avoidance-approach conflict?
Which of the following is NOT a component of consumer satisfaction?
Which of the following is NOT a component of consumer satisfaction?
What is curiosity classified as in Sheth’s consumer motives?
What is curiosity classified as in Sheth’s consumer motives?
What term is used to describe the process of an object or place losing its sacred status?
What term is used to describe the process of an object or place losing its sacred status?
How does the presence of others influence the consumption situation?
How does the presence of others influence the consumption situation?
Which type of consumption is focused on behaviors tied to important life events?
Which type of consumption is focused on behaviors tied to important life events?
Which situation denotes that marketers have limited control over consumption?
Which situation denotes that marketers have limited control over consumption?
If a customer is satisfied with a product, what is the most likely outcome?
If a customer is satisfied with a product, what is the most likely outcome?
Which of the following best describes the relationship between consumption and culture?
Which of the following best describes the relationship between consumption and culture?
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Study Notes
Product and Service Consumption
- Consumption includes possession and use of goods/services and their delivered benefits.
- A consumption set consists of goods/services acquired and used together.
- Consumption is closely linked to lifestyle and cultural context.
Consumption Situation
- The consumption situation encompasses the physical and social environment of product use.
- It consists of the time, place, and presence of others influencing consumption.
- A consumption episode refers to items used together during a specific event.
Ritual Consumption
- Tied to specific rituals, reflecting important life events.
- Rituals influence consumer behavior and purchasing decisions.
- Sacred consumption links to traditions/holidays, while profane consumption occurs in daily life.
Compulsive Consumption
- Defined as an uncontrollable urge to obtain or experience certain goods/services, often leading to harmful behaviors.
- Influenced by emotional conflicts and familial factors.
Consumer Satisfaction
- Satisfaction impacts long-term buyer-seller relationships; happy consumers are likely to repurchase.
- Three components of satisfaction:
- Problem or need recognition
- Information search
- Alternative evaluation
Studying Consumer Behavior
- Consumer behavior is an applied science, influenced by economics, psychology, sociology, and statistics.
- Observation methods include in-home studies, shadowing, and physiological techniques like eye-tracking.
- Surveys are used for efficient data collection on consumer preferences.
Problem Recognition and Influences
- Problem recognition can result from dissatisfaction or spotting opportunities for new products.
- External factors, such as situational influences and marketing information, can lead to changes in perceived needs.
- Actual and desired states can provoke motivation for action.
External Information Search
- Risk perception plays a role in external information search, encompassing functional, financial, psychological, social, physiological, and time-related aspects.
- Quality of internal information and confidence in decision-making are pivotal in influencing information searches.
Consumer Motivation and Behavior
- Sheth’s consumer motives define five dimensions influencing decisions: functional, aesthetic/emotional, social, situational, and curiosity.
- Consumer motives significantly shape purchasing behaviors and patterns of consumption.
Conflict Resolution
- Consumer conflicts can be classified as:
- Approach-approach: choosing between equally attractive options.
- Approach-avoidance: a goal with both positive and negative traits.
- Avoidance-avoidance: selecting between two undesirable options.
Influence on Consumption Patterns
- Activated motives drive behavior and can lead to increased consumer involvement in experiences that offer thrill or excitement.
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