Dynamic Study Module CH.5 MARK 3336

Information search is the stage of the buyer decision process in which the __________.

consumer is motivated to search for more information

Need recognition is the stage of the buyer decision process in which the consumer __________.

recognizes a problem

Subculture

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

Group

refers to two or more people who interact to accomplish individual or mutual goals

In the interest stage of the adoption process, the consumer __________.

seeks information about the new product

Marketing stimuli are __________.

such things as product, price, place, and promotion

In the trial stage of the adoption process, the consumer __________.

tries the new product on a small scale to improve his or her estimate of its valueIn the trial stage of the adoption process, the consumer __________.

Social Class

A __________ is a relatively permanent and ordered division in a society whose members share similar values, interests, and behaviors.

Belief

A descriptive thought that a person holds about something

opinion leader

A person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others

What are attitudes?

A person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea

part of the buyer's responses

Buying attitudes and preferences are __________.

purchase decision

The __________ stage is when the buyer makes a decision about which brand to purchase.

What happens in the evaluation stage of the adoption process?

The consumer considers whether trying the new product makes sense.

Perception

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

Culture

__________ is the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.

Alternative evaluation

__________ is the stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set.

Learning

__________ refers to changes in an individual's behavior arising from experience.

In the adoption process, awareness is when the consumer __________.

becomes aware of the new product, but lacks information about it

complex buying behavior

high consumer involvement in a purchase and significant perceived differences among brands