Chapter 5: Consumer Markets and Buyer Behavior

What type of buying behavior is high involvement and INSIGNIFICANT brand difference?

Dissonance-reducing

What chasm must be crossed to ensure adoption of new technology.

Early adopters to early mainstream

What type of buying behavior is low involvement and INSIGNIFICANT brand difference?

Habitual

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

Perception

__________ is the buyer's decision about which brand to purchase.

Purchase decision

__________ is the tendency for people to screen out most of the information to which they are exposed.

Selective attention

__________ is the tendency for people to interpret information in a way that will support what they already believe.

Selective distortion

__________ is the tendency to remember good points made about a brand they favor and forget good points made about competing brands.

Selective retention

List Maslow's Hierarchy of Needs (top to bottom) -- brand equity si also built on this pyramid

Self-actualization needs, esteem needs, social needs, safety needs, physiological needs

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

Social classes

What are groups of people within a culture with shared value systems based on common life experiences and situations?

Subcultures

The __________ factor that influences consumer behavior is the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.

culture

occupation, age and life stage, economic , lifestyle, and personality are __________ that affect consumer behavior.

personal factors

Motivation, perception, learning, and beliefs and attitudes are __________ that affect consumer behavior.

psychological factors

Family, small groups, social networks, and role and status are __________ that affect consumer behavior.

social factors

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

Alternative evaluation

What are the stages of the adoption process?

Awareness, interest, evaluation, trial, adoption

__________ is buyer discomfort caused by post-purchase conflict.

Cognitive Dissonance

What type of buying behavior is high involvement and significant brand difference?

Complex

What is the buying behavior of final consumers - individuals and households that buy goods and services for consumption?

Consumer buyer behavior

According to the​ text, what is the most basic cause of a​ person's wants and​ behaviors?

Culture

What are the three cultural factors that influence consumer buyer​ behavior?

Culture, subculture, and social class

What is the sum of the ongoing experiences consumers have with a brand that affect their buying behavior, engagement, and brand advocacy over time?

Customer journey

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

Information search

List the Law of diffusion groups from left to right

Innovators, early adopters, early mainstream, late mainstream, and lagging adopters

__________ is the change in an individual's behavior arising from experience and occurs through the interplay of drives, stimuli, cues, responses, and reinforcement.

Learning

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

Motive

__________ is the first stage of the buyer decision process, in which the consumer recognizes a problem or need triggered by internal and external stimuli.

Need recognition

List the steps of the buyer decision process.

Need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior.

T/F: Consumers are often unaware of what influences their purchases.

True

T/F: Consumers tend to buy brands whose personality matches their own.

True

What type of buying behavior is low involvement and significant brand difference?

Variety-seeking

The __________ is the mental process an individual goes through from first learning about an innovation to final regular use.

adoption process

A(n) __________ describes a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea.

attitude

A(n) __________ is a descriptive thought that a person has about something based on knowledge, opinion, and faith.

belief