marketing quiz ch4 - consumer behavior

learning process

-begins with a stimulus that encourages consumers to act to reduce a need or want. -The stimulus is followed by a response, which attempts to satisfy that need or want. -Reinforcement of the ___________ ____________ occurs when the response reduces the need.

5 steps in consumer decision making process

1. Problem Recognition 2. Information Search 3. Alternative Evaluation 4. outlet selection and purchase 5. Post-Purchase Evaluation

6 stages family life cycle

1. unmarried 2. married with no kids 3. married with small children or tweens 4. married with teens 5. married without dependent children 6. unmarried survivor

opinion leaders

Individuals who exert an unequal amount of influence on the decisions of others because they are considered knowledgeable about particular products

motivation

Marketers spend billions of dollars on research to understand how they can motivate people to buy a full range of consumer products

consumer behavior

The study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.

consumption subculture

a distinctive subgroup of society that self-selects on the basis of a shared commitment to a particular product class, brand, or consumption activity

attitude

a relatively enduring organization of beliefs, feelings, and behavioral tendencies toward socially significant objects, groups, events, or symbols. Individuals express these tendencies by indicating some degree of favor or disfavor toward particular individuals or object

subculture

a segment of a larger culture whose members share distinguishing values and patterns of behavior. Ethnic __________, which are based upon shared race, language, or national background, are the most commonly described subcultures. In the United States, religions, geographic regions, and generations are also bases for strong subcultures (people can be influenced by multiple _________s)

social network

a set of social actors (such as individuals or organizations) along with the set of ties between each pair of actors

ABC model of attitudes

affective component (Im afraid of snakes) - The affective component of attitudes refers to feelings or emotions linked to an attitude object behavior component (if i see snake, i will avoid it) - he behavioral component of attitudes refers to past experiences and future intentions regarding an attitude object cognitive component (snakes are dangerous and gross) -The cognitive component of attitudes relates to beliefs and thoughts we associate with an object

cognitive dissonance

buyers remorse, mental conflict that people undergo when they acquire new information that contradicts their beliefs or assumptions

reference group

can provide consumers with perspective on how to live their lives , the collection of people to whom a consumer compares himself or herself (ex. coworkers you ask what to wear for your first day on the job)

selective distortion

consumer changes or distorts info that conflicts with feelings or beliefs

selective exposure

consumer notices certain stimuli and ignores others

selective retention

consumer remembers only that information that supports personal beliefs

derived demand

demand for one product that occurs because of demand for a related product. the need for business goods is derived from demand for consumer goods (ex. B2B telecommunications companies such as Level 3 Communications provide fiber-optic bandwidth for wireless companies like AT&T, Verizon Wireless, and Sprint. The demand that AT&T, Verizon, and Sprint have for Level 3's services is derived from the demand of their wireless customers

family life cycle

every stage in the _______ ____ _____ affects your buying behavior (ex. college student has no need for life insurance)

new buy

involves a business customer purchasing a product for the very first time

sensory marketing

marketing that engages consumers' senses and affects their behaviors. Through use of _________ __________, brands can create subconscious triggers. These triggers define consumer perceptions of the product (e.g., its sophistication, quality, innovativeness) as well as its unique attributes (e.g., color, taste, smell, shape)

B2B buying situations

new buys, straight rebuys, and modified rebuys

influences on consumer behavior

personality (set of distinctive characteristics that lead an individual to respond in a consistent way to certain situations) lifestyle (a person's typical way of life as expressed by his or her activities, interests, and opinions), and values (belief that a specific behavior is socially or personally preferable to another behavior)

Maslow's Hierarchy of Needs

physiological (food, water, sleep), safety (health, security, property), love/belonging (friendship, family, sexual intimacy), esteem (confidence, achievement respect) , self-actualization (a persons full potential)

time

situational influence, Consumers value their time greatly, and time considerations often affect what consumers buy. Most consumers feel more pressure on their time today than they did a generation ago. Companies throughout the world understand consumers' time pressures, and they design goods and services to alleviate those pressures

involvement

situational influence, the personal, financial, and social significance of the decision being made. The study of _____________ focuses on how consumers choose which alternative to purchase. may be high or low

country of origins effects

the beliefs and associations people in one country have about goods and services produced in another country

buying center

the group of people within an organization who are involved in a purchase decision. In most instances, the _________ ___________ will consist of individuals from various areas of the firm, such as accounting, engineering, operations, and marketing.

perception

the psychological process by which people select, organize, and interpret sensory information to form a meaningful picture of the world. In essence, __________ is the way we see the world around us

sensation

the result of a stimulus impinging on the receptor cells of a sensory organ. Sensations are both biochemical and neurological in nature

straight rebuy

when a business customer signals its satisfaction by agreeing to purchase the same product at the same price

problem recognition

when consumers recognize a gap between their current situation and a desired end-state

modified rebuy

when the customer's needs change slightly or the customer is not completely satisfied with the product it purchased, provide marketers with both positive and negative feedback