Marketing 3501 - Chapter 5 DSM

Social Class

A _________ is a relatively permanent and ordered division in a society whose members share similar values, interests and behaviors

Belief

A descriptive thoughts that a person holds about something

Opinion Leader

A person within a reference group who, because of special skills, knowledge, personality or other characteristics, exerts social influence on others.

Attitudes

A person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea.

Purchase Decision

The ___________ stage is when the buyer makes a decision about which brand to purchase.

Subculture

A group of people with shared value systems based on common life experiences and situations.

Complex Buying Behavior

Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands is known as ______________

Evaluation

In the _________ stage of the adoption process, the consumer considers whether trying the new product makes sense or not.

Trial

In the _________ stage of the adoption process, the consumer tries the new product on a small scale to improve his or her estimate of its value.

Interest

In the __________ stage of the adoption process, the consumer seeks information about the new product.

Perception

The process by which people select, organize, and interpret information to form a meaningful picture of the world.

Culture

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

Need Recognition

The stage in the buyer decision process in which the consumer recognizes a problem

Information Search

The stage of the buyer decision process in which the consumer is motivated to search for more information.

Alternative Evaluation

The stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set.

Marketing Stimuli

Things such as product, price, place, and promotion, and are considered part of the environment that influences the buyer's black box

Adoption Process

When the consumer becomes aware of the new product but lacks information about it.