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.