Chapter 5 MARK

The​ statements, "I only buy the​ best" and​ "The Japanese make the best cars in the​ world," represent​ ________

Attitudes

In the adoption process, __________ is when the consumer becomes aware of the new product, but lacks information about it.

Awareness

________ divides a market into segments based on consumer knowledge, attitudes, uses, or responses to a product.

Behavioral segmentation

According to the​ stimulus-response model of buyer​ behavior, marketing and other stimuli enter the​ consumer's __________ and produce certain responses.

Black Box

__________ behavior occurs when consumers are highly involved with an​ expensive, infrequent, or risky purchase but see little difference among brands.

Dissonance-reducing buying

Compared to the mainstream buying​ public, Hispanic consumers tend to be deeply​ __________ oriented, making this a special characteristic and behavior.

Family

A social class is __________

a set of relatively permanent and ordered division in a society whose members share similar values, interests, and behaviors

Marketing segmentation is best defined as __________.

dividing a market into smaller segments of buyers with distinct needs, characteristics, or behaviors that might require separate marketing strategies or mixes

In the __________ stage of the adoption process, the consumer considers whether trying the new product makes sense.

evaluation

Stimuli in the​ buyer's environment includes​ ________.

​economic, technological,​ social, and cultural forces

What are attitudes?

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

__________ is a market-coverage strategy in which a firm goes after a large share of one or a few segments or niches.

Concentrated marketing

Which term refers to distinguishing the market offering to create superior customer value?

Differentiation

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

Group

Which of the following is a person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others?

Opinion Leader

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

Recognizes a problem

What determines whether a buyer is satisfied or dissatisfied with a​ purchase?

Satisfaction is determined by the relationship between the​ consumer's expectations and the​ product's perceived performance.

In the buyer decision​ process, after a consumer has recognized a​ need, he or she will next​ ________

Search for information

________ are the social factors that influence consumer buyer behavior.

Small​ groups, social​ networks, family, social​ roles, and status

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

Subculture

Some of the cultural factors that influence buyer behavior include​ _____

Subculture and Social class

According to the model of buyer​ behavior, what are the two parts of a​ buyer's black​ box?

The​ buyer's characteristics and the​ buyer's decision process

When does the habitual buying behavior​ occur?

Under conditions of​ low-consumer involvement and little significant brand difference

Positioning involves __________.

arranging a market offering to occupy a clear, distinctive, and desirable place relative to competing products in the minds of target consumers

Forces and events in the​ buyer's environment enter the​ buyer's black​ box, where they are turned into a set of buyer responses. These buyer responses include​ __________.

brand​ choice, purchase location and​ timing, and brand engagement and relationship behavior

Consumer purchases are influenced strongly by certain characteristics which include all of the following except​ __________.

cognitive

Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands is known as ________.

complex buying behavior

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

consumer is motivated to search for more information

Alternative evaluation is the stage of the buyer decision process in which the __________.

consumer uses information to evaluate alternative brands in the choice set

In the __________ stage of the adoption process, the consumer seeks information about the new product.

interest

Consumer​ motivation, perception, and learning are related to the​ __________ factors influencing consumer behavior

psychological

What is another name for differentiated marketing?

segmented marketing

Occasion segmentation involves dividing a market into ________.

segments according to times when buyers get the idea to buy, actually make their purchase, or use the purchased item

Culture is __________

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

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 value

Which of the following correctly identifies the personal factors that influence consumer buyer​ behavior?

Age and lifecycle​ stage, lifestyle, economic​ situation, occupation, and personality and​ self-concept

__________ are part of the buyer's responses

Buying attitudes and preferences

When consumers engage in​ ________ buying​ behavior, they go through a learning​ process, so it is most important that marketers understand information gathering and evaluation behavior.

Complex

Which of the following correctly defines the consumer​ market?

Individuals and households that buy goods and services for personal consumption

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

Learning

__________ refers to tailoring brands and marketing to the needs and wants of local customer segments - cities, neighborhoods, and even specific stores.

Local marketing

​Variety-seeking behavior would result from which of the following​ conditions?

Low involvement and significant differences between brands

__________ involves evaluating each market segment's attractiveness and selecting one or more segments to enter.

Market targeting

__________ are such things as product, price, place, and promotion, and are considered part of the environment that influences the buyer's black box.

Marketing Stimuli

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

Perception

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

Purchase Decision

Which of the following describes a belief?

a descriptive thought that a person holds about something

Which of the following is an example of psychographic segmentation?

Lifestyle