Chapter 6 Study Guide (Principles of Marketing)

What are the motivations for unethical/illegal misbehavior?

- justification/rationalization - economic reasons - it is accepted by peers

examples of opinion leaders

- local religious leader - "movie buff" friend - family doctor

psychological influences include

- perception - motives - learning - attitudes - personality/self-concept - lifestyle

examples of motives...

- physical feelings - state of mind - emotions - buying a new coat when it's cold

What are all of the social influences?

- roles - family - reference groups - digital - opinion leaders - social classes - culture and subculture

The three stages of perception include

- selective exposure - selective distortion - selective retention

social class influences

- spending, saving, and credit practices - type, quality, and quantity of product a person buys - shopping patterns and types of stores patronized

What are cultural values?

- values - language - myths - customs (habit, passed down, it becomes a tradition) - rituals (rite of passage, but not spiritual) - laws - material artifacts

Nonmarketing control in external research are the opinions from people (friends, family) and the most ___.

INFLUENCIAL

What is an example of a low involvement product?

grocery or drug store items

dissociative

group that a person does not wish to be associated with

membership

group to which a person actually belongs

aspiration

group to which a person aspires to belong

Children gain __ influences by observing parents and older siblings in purchasing situations.

family

collects and controls information

gatekeeper

Selecting, organizing, and interpreting information to produce meaning is known as __

perception

__ is a set of internal traits and distinct behavioral tendencies that result in a consistent pattern of behavior in certain influences.

personality

___ influences types and brands of products purchased.

personality

justification/rationalization

the thrill of getting away with it

economic reasons

there is little risk of getting caught

Look at Maslow's Hierarchy Needs

***

What is meant by subliminal communication???

*** find

The consumer buying decision process is a cognitive model meaning it is...

- a go to model - thinking model (logical, rational)

habitual buying behavior

- buying the same brands of each product you buy ex: i buy hane's ketchup, clorox wipes, charmin toilet paper every time i go to the grocery store) i only like those brands of each of those

family roles related to buying decisions

- gatekeeper - influencer - decider - buyer

What are the different types of level of involvement?

- high involvement products - low involvement products - enduring involvement - situational involvement

___ purchase products that reflect and enhance their self concept.

Buyers

If your company is not in the __ set, then the buyer does not view your product as an alternative in the evaluation process.

EVOKED/CONSIDERATION

You are guaranteed to purchase a product when you get to the purchasing stage. true or false

FALSE; purchasers can still back out!!

Lifestyle is expressed through activities, interest and ___. (AIO)

OPINIONS

In class we used the example of ___ to discuss universal, retrieval, and evoked/consideration set.

POOL TABLES

The three types of cognitive dissonance are being delighted, satisfied, or dissatisfied. true or false

TRUE

___ groups that a person identifies with so strongly that he/she adopts the values, attitudes, and behavior of group members, regardless of group membership.

Reference

S-R stands for

STIMULUS RESPONSE

an example of a limited decision making is

a new dry cleaner opens up in your home town and you cannot decide if you want to use it

feeling, emotion "I like Crest"

affect

Cognitive dissonance are buyer's doubts shortly __ a purchase about whether the decision was the right one.

after

An example of an enduring product is...

apple products

Cognition, affect, and behavior are the 3 components of

attitude components

An example of a stimulus generalization is...

baking soda company "Clear solution for the pool and beyond"

intentions "I will buy Crest"

behavior

examples of a routinized response behavior

bottled water, chips, batteries

makes purchase

buyer

example of impulse buying

buying stuff at cash registers in the check out line

an example of extended decision making would be

cars, computers, services of a doctor/lawyer

beliefs, knowledge, information "Crest stops cavaties"

cognition

To minimize ___, companies send thank you notes, apologies, and feelings of acceptance.

cognitive dissonance

_____ is buying behavior of the final consumer.

consumer buying behavior

___ is a behavior that violates generally accepted norms of a particular society.

consumer misbehavior

___ is a process through which a person acquires the knowledge and suits to function as a consumer.

consumer socialization

__ is the accumulation of values, knowledge, beliefs, customs, objects, concepts that a society uses to cope with its environment and passes on to future generations.

culture

makes buying choice

decider

Problem need/recognition occurs when a buyer becomes aware of a difference between a ___ and an ___.

desired state and actual condition

The three types of reference groups include membership, aspiration, and __.

disassociate

Consumer behavior is three words is acquire, use, and ___.

dispose

Selective __ is an individual's changing or twisting of information that is inconsistent with personal feelings or beliefs.

distortion

buyer's momentary mood and condition

emotions, fatigue, illness, cash on hand

___ involvement is an ongoing long-term interest in a product or product category.

enduring

What is the third step of the consumer buying process?

evaluation of alternatives

High involvement products are visible to others and are more ___

expensive

Selective __ is a process by which some inputs are selected to reach awareness and others are not.

exposure

___ decision making is a consumer problem solving process employed when purchasing unfamiliar, expensive, or infrequently bought products.

extended decision making

Real estate, high end electronics, and automobiles are all examples of what kind of involvement?

high-involvement

___ is an unplanned buying behavior resulting from a powerful urge to buy something immediately.

impulse buying

social surroundings

includes characteristics and interactions of others who are present during a purchase decision

tries to sway decisions

influencer

What is the second step of the consumer buying process?

information search

What is JND?

just noticeable difference

___ changes in an individual's thought processes and behavior caused by information and experience.

learning

Low involvement products are __ expensive and have less associated risk.

less

___ decision making is a consumer problem solving process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category.

limited

Situational influences result from circumstances, time, and ___.

location

physical surroundings

location, store atmosphere, aromas, sounds, lighting, weather

Routinized response behavior is a consumer problem solving process used when buying frequently purchased, ___ items that require very little search and decision effort

low cost

Why are roles so important?

many different roles and influence GENERAL and BUYING behavior

___ control in external research are the actual facts from markets.

marketing

Information external search focuses on two factors ___ and ___ control.

marketing and nonmarketing

During information search, internal search focuses on ___.

memories

Automatic decision making type involves either husband or wife and includes what type of products?

men's clothing, luggage, toys and games, cameras

Buyer's are affected by ___ motive.

more than one

__ is an individual's energized force that directs a person's behavior towards satisfying needs or achieving goals.

motives

Self concept is a perception of ___.

oneself

__ leaders are members of an informal group who provide information about a specific topic to other group members.

opinion

it is accepted by peers

people think that they are smarter than others

What is the fifth step of the consumer buying process?

postpurchase evaluation

What is the first step of the consumer buying process?

problem recognition

___ influences are factors than in part determine people's general behavior, thus influencing their behavior as customers *strongly affected by external social forces

psychological

What is the fourth step of the consumer buying process?

purchase

What are the three broad social class categories?

quality, type, and quantity of products a person buys ?? go back and look

Selective __ is remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not.

retention

All products within the world or what you can pull from your brain are known as a __ set.

retrieval

___ are actions and activities that a person is supposed to perform based on expectations of the individual and surrounding persons

roles

consumer misbehavior examples

shoplifting, organized retail crime, consumer fraud, piracy, abusive consumers

The sudden need to buy a new laptop when your current one malfunctions is an example of __ involvement.

situational

___ influences can impact the buyer during ANY STAGE of the consumer buying process.

situational

___ involvement is temporary and dynamic results from a particular set of circumstances.

situational

Situational, psychological, and ___ factor are the three things that influence the consumer buying decision process.

social

The five different situational influences include physical surroundings, ___ surroundings, time perspective, reason for purchase, and buyer's momentary mood and condition.

social

__ influences are the forces other people exert on one's buying behavior.

social

time perspective

time to progress through buying decision process, frequency of product, product life, and time of day

__ is a group of individuals whose characteristics, values and behavior patterns are similar within a group and different from those in the surrounding culture.

subculture

___ sets are all products within the universe.

universal

__ , __ , __ , and __ define America's social classes.

upper class, middle class, working class, and lower class

Syncratic decision making type involves both the husband and wife and includes what type of products?

vacation, TVs, living room, furniture, family cars, carpets

Is level of involvement important?

yes!! MAJOR factor in decision making process