Chapter 5A: Consumer Markets and Buyer Behavior

economic, cultural, technological

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

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.

subliminal advertising

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

attitude

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

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.

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.

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.

association

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

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"?

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.

buzz

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

subcultures

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

social networks

Facebook and Twitter are both examples of ________.

social

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

consumer market

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

human needs

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