BADM230 Chapter 7

Which of the following can strongly influence an individual's lifestyle?

❀ Product needs ❀ Aspects of the consumer buying decision process ❀ Media preferences ❀ Brand preferences ❀ Shopping preferences

_______ products tend to be those that are visible to others (such as cars) and are more expensive, while _______ products are much less expensive (such as paper towels) and have less associated social risk.

High-involvement low-involvement

During _______, the consumer conducts a mental review and asks questions like "Do I have experience with this product?"

an internal search

Which psychological influence consists of three major components: cognitive, affective, and behavioral?

Attitude

_______ is/are the features that a consumer considers in choosing among alternatives.

Evaluative criteria

_______ is/are the changes in a consumer's thought processes and behavior as a result of experience or information.

Learning

Which of the following categories is a situational factor?

Physical surroundings Reason for purchase

In which of the following stages of the consumer decision-making process does the consumer become aware of a gap between their existing situation and the desired or ideal situation?

Problem recognition

Which of these is NOT a consumer misbehavior?

Routinized response behavior

_______ is an individual's perception or view of themself. Assessment question

Self-concept

Which of the following influences on the consumer buying decision process result from time, circumstances, and location?

Situational

Which of the following is an open aggregate of people with similar social rank?

Social class

The collection of alternatives a consumer actually considers when making a decision is known as the _______.

consideration set

Behavior that violates generally accepted norms of a particular society is best described as _______.

consumer misbehavior

Some people avoid buying specific products and brands, so they are not associated with specific groups. These groups would be classified as _______.

disassociative reference groups

During the final stage of the consumer buying decision process, a person might experience cognitive dissonance, which is _______.

doubts in the buyer's mind about whether purchasing the product was the right decision

The _______ is perhaps the most important determinant of consumer behavior because it helps them acquire the knowledge and skills to function as a consumer through a process called _______.

family consumer socialization

When a consumer has previous experience with a product or brand, it is likely the level of involvement would

increase

The second stage of the consumer decision-making process is ______.

information search

When buyers purchase products occasionally or from unfamiliar brands within a product category, they are most likely to use _______.

limited decision making

The driving force that causes a consumer to take action and satisfy a specific need is a _______.

motivation

Someone who influences the opinions of others is a(n) _______.

opinion leader

According to Maslow, the most basic needs are _______.

physiological needs

When consumers notice certain stimuli in the environment, they use _______ to choose what information is processed.

selective exposure

A group of individuals whose characteristics, values, and behavioral patterns are similar within the group and different from those of people in the surrounding culture is known as a(n) _______, whereas _______ is the accumulation of values, knowledge, beliefs, customs, objects, and concepts that a society uses to cope with its environment and passes on to future generations.

subculture culture

Identify the categories of situational influence by matching the descriptions to the situational influences.

❀ Social surroundings - Characteristics and interactions between family, friends, salespeople, or anyone else who is present during a purchase decision ❀ Physical surroundings - Store atmosphere, scents, sounds, location, weather, lighting, etc. ❀ Buyer's momentary mood and condition - The buyer's current state while making a purchase decision ❀ Time perspective - The progression of time during the buying decision process ❀ Reason for purchase - What the purchase should accomplish for a specific person or group