POM Chapter 5 Personal Factors

African American

Although more price-conscious than other population segments, ________ consumers tend to be strongly motivated by quality and selection, and give importance to brands.

social networks

Facebook and Twitter are both examples of ________.

subliminal advertising

Some consumers worry that they will be affected by marketing messages without even knowing it. They are concerned about ________.

Purchase decision

The buyer's decision about which brand to purchase

Consumer Buyer Behavior

The buying behavior of final consumers—individuals and households that buy goods and services for personal consumption

Need Recognition

The first stage of the buyer decision process, in which the consumer recognizes a problem or need

Family

What is the most important consumer buying organization in society?

Hispanic Americans

Which consumer group tends to show more brand loyalty and make shopping a family event, with children having a big say in the purchase decision?

brand personality

Which of the following terms refers to a specific mix of human traits that may be attributed to a particular brand?

Cues

________ are minor stimuli that determine where, when, and how a person responds to an idea.

Opinion leaders

________ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others.

Social classes

________ are society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviors.

Hispanic American

________ consumers are one of the fastest-growing U.S. population subsegments and are expected to surge to nearly one third of the total U.S. population by 2060.

Asian American

________ consumers are the most affluent U.S. demographic segment and are expected to have an annual buying power approaching $1 billion by 2017.

Lifestyle

________ is a person's pattern of living as expressed in his/her psychographics, and it includes the individual's activities, interests, and opinions.

culture

________ is the most basic determinant of a person's wants and behavior.

Perception

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

Selective retention

________ means that consumers are likely to remember good points made about a brand they favor and forget good points made about competing brands.

Motivation research

________ refers to qualitative research designed to probe consumers' hidden, subconscious motivations.

Personality

________ refers to the unique psychological characteristics that distinguish an individual or group.

economic, cultural, technological

major types of force or events in the buyer's environment?

Alternative Evaluation

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

Personality

The unique psychological characteristics that distinguish a person or group

Group

Two or more people who interact to accomplish individual or mutual goals

Dissonance-reducing buying behavior

consumer buying behavior characterized by high involvement but few perceived differences among brands

Individuals and households that buy or acquire goods and services for personal consumption make up the _____.

consumer market

role

A ________ consists of the activities an individual is expected to perform according to the people around him/her.

motive

A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction.

personal characteristics

A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage, occupation, economic situation, lifestyle, personality, and self-concept.

Belief

A descriptive thought that a person holds about something

New Product

A good, service, or idea that is perceived by some potential customers as new

Subculture

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

Motive (drive)

A need that is sufficiently pressing to direct the person to seek satisfaction of the need

Opinion Leader

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

association

A person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these factors?

Attitude

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

Lifestyle

A person's pattern of living as expressed in his or her activities, interests, and opinions

attitude

A(n) ________ is a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea. They are also difficult to change.

self-actualization needs

According to Maslow's hierarchy of needs, which of the following is the LEAST pressing need?

buyer's decision process

According to the model of buyer behavior, this is one of the two primary parts of a "buyer's black box"?

Consumer Market

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

Cognitive dissonance

Buyer discomfort caused by postpuchase conflict.

human needs

Maslow's theory is that ________ can be arranged in a hierarchy.

Learning

Changes in an individual's behavior arising from an experience

buzz

Companies that use brand ambassadors are most likely involved in ________ marketing.

Complex buying behavior

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

Habitual buying behavior

Consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences

Variety-seeking buying behavior

Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences

Subculture

Each culture contains smaller ________, or groups of people with shared value systems based on common life experiences and situations.

social

Family is one of the ________ factors that influence consumer behavior.

Cross-Cultural Marketing

Including ethnic themes and cross-cultural perspectives within a brand's mainstream marketing, appealing to customer similarities across subcultural segments rather than differences

Online social networks

Online social communities- blogs social networking Websites, and other online communities—where people socialize or exchange information and opinions

product, price, place, promotion

Part of marketing stimuli (4 P's)

selective attention

People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information is called ________.

selective distortion

People tend to interpret new information in a way that will support what they already believe. This is called ________.

True of social classes

People within a social class tend to exhibit similar buying behavior.

Social Class

Relatively permanent and ordered divisions in a society whose members share similar values interests and behaviors

Word-of-mouth influence

The impact of the personal words and recommendations of trusted friends, family, associates, and other consumers on buying behavior

Adoption Process

The mental process through which an individual passes form first hearing about an innovation to final adoption

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 form family and other important institutions

Post purchase behavior

The stage of the buyer decision process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction

Information Search

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