MRKT: Chapter 06: Consumer Behavior
Stationery
Which of the following is a low-involvement product? a. Jewelry b. Stationery c. Cars d. Laptops
situational factors
external factors related to the particular circumstances under which a purchase is made
social factors
external influences such as culture, social class, reference groups, family, and opinion leaders
psychological factors
factors internal to the individual
culture
the values, beliefs, preferences, and tastes handed down from one generation to the next
opinion leaders
trendsetters who purchase new products before others in a group, and then influence others in their purchases
culture
A person's values, beliefs, preferences, and tastes are often handed down from one generation to the next. These factors may change over time, but an individual's basic core values do not. These factors are important environmental determinants of consumer behavior. These items are commonly referred to as: a. identity. b. culture. c. self-efficacy. d. social class.
automobile
An individual's reference group is most likely to influence his or her purchase decision while buying a(n) _____. a. automobile b. external hard drive c. latte d. frozen dinner
cognitive dissonance
Consumers sometimes experience feelings of uncertainty after a major purchase. This postpurchase anxiety results from an imbalance among the person's knowledge, beliefs, or attitudes. For example, you may have had these feelings when you first went away to college. Was this the best school for me? Is this where I belong? This postpurchase anxiety is known as:
firms marketing internationally.
Cultural differences are particularly important for: a. firms marketing to a specific target market in a single city. b. firms that are marketing to the same segment of consumers for years. c. local not-for-profit organizations. d. firms marketing internationally.
Problem or opportunity recognition
Elizabeth had her car all packed and was ready to head home for semester break. However, when she tried to start her car the battery was dead. She remembered that the last few times she tried to start her car it seemed like the battery was weak. Now, it was clear she would have to get a new battery. Elizabeth is in what stage of the consumer decision process? a. Purchase decision b. Evaluation of alternatives c. Problem or opportunity recognition d. Information search
Safety needs
Helene made sure that her company car was equipped with OnStar in case she ever has car trouble or gets lost while traveling between appointments. OnStar is a service which can connect the car occupants with a personal service attendant to provide assistance. Which level of Maslow's hierarchy of needs is Helene addressing? a. Social needs b. Safety needs c. Esteem needs d. Self-actualization needs
consumer behavior
Ivonne is excited about going to her first sorority formal next month. However, she is concerned that she does not have anything appropriate to wear. Since realizing that she needs to get a new dress, Ivonne has started paying attention to advertisements, visiting retail stores, and browsing the Web for a dress for the formal. Ivonne is engaged in:
limited
Lakshmi and Sukumar are shopping at their nearest Best Buy to purchase a new TV. They had previously planned to replace their 5-year-old TV with a new model of the same brand but were surprised by the array of brands and selection the store offers, each having a special feature. They decide to take their time and look at every type of TV available at this Best Buy location.. Lakshmi and Sukumar are exhibiting _____ decision-making style.
evoked
Tabitha is interested in purchasing new head phones and has set a budget of up to $350. She's narrowed her choice to Bose, Beats by Dr. Dre and Exeo Psyko. These three brands are known as her _____ set:
attitudes
a person's enduring favorable or unfavorable evaluations, emotions, or tendencies toward some object or idea
self-concept
a person's view of themselves
social class
based upon an individual's occupation, education, income, wealth, and possessions
routinized response behavior
behavior that occurs for low-involvement products that consumers purchase on a frequent basis
limited problem solving
behavior that occurs for purchases that consumers make less frequently and when their knowledge or experience is limited
subcultures
groups with their own distinct modes of behavior
need
imbalance between the consumer's actual and desired states
learning
immediate or expected changes in consumer behavior as a result of experience
motives
inner states that direct a person toward the goal of satisfying a need
reference groups
people or institutions whose opinions are valued and to whom a person looks for guidance in his or her own behavior, values, and conduct
the four situational factors that influence consumer behavior.
physical surroundings, social surroundings, buyer intent, and a buyer's mood and condition.
evoked set
the collection of alternatives a consumer considers when making a decision
involvement
the degree of interest an individual has in the product, as well as how important that product is to them
perception
the meaning a person attributes to incoming stimuli gathered through the five senses—sight, hearing, touch, taste, and smell
extended problem solving
the most complex decision style and occurs for high-involvement products where financial and/or social risk is high
consumer behavior
the process through which the ultimate buyer or household consumer makes purchase decisions