Marketing Chapter 5

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

Culture

new task

a business buying situation in which the buyer purchases a product or service for the first time

straight rebuy

a business buying situation in which the buyer routinely reorders something without any modifications

modified rebuy

a business buying situation in which the buyer wants to modify product specifications, prices, terms, or suppliers

subculture

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

Which of the following consumer buying behaviors is related to conditions of low-consumer involvement and little significant brand difference?

habitual buying behavior

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

human needs

Opinion leaders are also referred to as ________.

influentials

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

association

A(n) ________ is 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.

belief

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

buzz

learning

changes in an individuals behavior arising from experience

total market strategy

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

A marketing research company asked members of a focus group to describe several brands as animals. This is an example of ________.

interpretive consumer research

___ describes changes in an individual's behavior arising from experience.

learning

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

lifestyle

Many companies use several ethnically specific themes in their mainstream marketing strategy. This is because several marketers have realized that insights gleaned from ethnic consumers can influence their broader markets. This type of marketing is known as ________.

cross-cultural marketing

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

cues

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

motivation research

The relationship between the consumer's expectations and the product's ________ determines whether the buyer is satisfied or dissatisfied with a purchase.

perceived performance

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

perception

opinion leader

person within a reference group who because of special skills knowledge personality and other characteristics exerts social influences on others

The information sources that are the most effective at influencing a consumer's purchase decision are ________. These sources legitimize or evaluate products for the buyer.

personal

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.

personal characteristics

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

personality

Facebook and Second Life are both examples of ________.

social networks

business buyer behavior

the buying behavior of organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others

business buying process

the decision process by which business buyers determine which products and services their organizations need to purchase and then find, evaluate, and choose among alternative suppliers and brands

word-of-mouth influence

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

personality

unique psychological characteristics that distinguish a person or group

Which of the following is characteristic of online social networks?

user-controlled content

Which of the following statements is true of social classes?

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

influencer marketing

a series of personalized marketing techniques directed at individuals or groups who have the credibility and capability to drive positive word of mouth in a broader and salient segment of the population

Consumers learn about new products for the first time and make the decision to buy them during the ________.

adoption process

consumer market

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

buying center

all the individuals and units that play a role in the purchase decision-making process

Marketers describe the way a consumer processes information to arrive at brand choices as ________.

alternative evaluation

If the consumer's drive is strong and a satisfying product is near at hand, the consumer is likely to buy it then. If not, the consumer may store the need in memory or undertake ________.

an information search

Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. Which of the following is one of these factors?

attitudes of others

Many marketers use the self-concept premise that people's possessions contribute to and reflect their identities—that is, "we are what we consume." According to this premise, consumers ________.

buy products to support their self-images

system selling ( solution selling )

buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation

In the context of product characteristics that influence the rate of adoption, ________ refers to the degree to which the innovation fits the values and experiences of potential consumers.

compatibility

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

motive

The buying decision process starts with ________, in which the buyer spots a problem.

need recognition

motive (drive)

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

online social networks

online social communities - blogs, social networking web sites and other online communities - where people socialize and exchange information and opinions

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

opinion leaders

perception

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

E-procurement

purchasing through electronic connections between buyers and sellers - usually online

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

selective retention

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

self-actualization needs

culture

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

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

social

Which of the following is NOT part of Maslow's hierarchy of needs?

spiritual needs

adoption process

the mental process through which an individual passes from first hearing about an innovation to final adoption

When customers have a low involvement in a purchase but perceive significant brand differences, they will most likely engage in ________.

variety-seeking buying behavior

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

selective distortion

cognitive dissonance

Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions (buyer discomfort post purchase)

Relative advantage, compatibility, complexity, divisibility, and communicability are all characteristics of ________.

a product's rate of adoption

According to Freud, a person's buying decisions are primarily affected by ________.

subconscious motives

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

subcultures

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

subliminal advertising

supplier development

systematic development of networks of supplier-partners to ensure an appropriate and dependable supply of products and materials for use in making products or reselling them to others

attitude

persons consistently favorable or unfavorable evaluations, feelings and tendencies toward an object or idea

lifestyle

persons pattern of living as expressed in his or her activities, interests and opinions

social class

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

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

role

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

selective attention

consumer buying behavior

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

new product

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

derived demand

Business demand that ultimately comes from (derives from) the demand for consumer goods.

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

Social classes

Which of the following statements is true regarding social classes in the United States?

Social classes show distinct product preferences in clothing and automobiles.

belief

descriptive thought that a person holds about something

When consumers are highly involved with an expensive, infrequent, or risky purchase but see little difference among brands, they most likely will exhibit ________.

dissonance-reducing buying behavior

Which of the following is the adoption process stage at which the consumer considers whether trying the new product makes sense?

evaluation

What is the most important consumer buying organization in society?

family

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

brand personality

When consumers are highly involved with the purchase of an expensive product and they perceive significant differences among brands, they most likely will exhibit ________.

complex buying behavior

The buyer decision process consists of five stages. Which of the following is NOT one of these stages?

conspicuous consumption

Which of the following product characteristics refers to the degree to which the innovation appears superior to existing products?

relative advantage