POM Chapter 5 Personal Factors
African American
Although more price-conscious than other population segments, ________ consumers tend to be strongly motivated by quality and selection, and give importance to brands.
social networks
Facebook and Twitter are both examples of ________.
subliminal advertising
Some consumers worry that they will be affected by marketing messages without even knowing it. They are concerned about ________.
Purchase decision
The buyer's decision about which brand to purchase
Consumer Buyer Behavior
The buying behavior of final consumers—individuals and households that buy goods and services for personal consumption
Need Recognition
The first stage of the buyer decision process, in which the consumer recognizes a problem or need
Family
What is the most important consumer buying organization in society?
Hispanic Americans
Which consumer group tends to show more brand loyalty and make shopping a family event, with children having a big say in the purchase decision?
brand personality
Which of the following terms refers to a specific mix of human traits that may be attributed to a particular brand?
Cues
________ are minor stimuli that determine where, when, and how a person responds to an idea.
Opinion leaders
________ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others.
Social classes
________ are society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviors.
Hispanic American
________ consumers are one of the fastest-growing U.S. population subsegments and are expected to surge to nearly one third of the total U.S. population by 2060.
Asian American
________ consumers are the most affluent U.S. demographic segment and are expected to have an annual buying power approaching $1 billion by 2017.
Lifestyle
________ is a person's pattern of living as expressed in his/her psychographics, and it includes the individual's activities, interests, and opinions.
culture
________ is the most basic determinant of a person's wants and behavior.
Perception
________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.
Selective retention
________ means that consumers are likely to remember good points made about a brand they favor and forget good points made about competing brands.
Motivation research
________ refers to qualitative research designed to probe consumers' hidden, subconscious motivations.
Personality
________ refers to the unique psychological characteristics that distinguish an individual or group.
economic, cultural, technological
major types of force or events in the buyer's environment?
Alternative Evaluation
The stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set
Personality
The unique psychological characteristics that distinguish a person or group
Group
Two or more people who interact to accomplish individual or mutual goals
Dissonance-reducing buying behavior
consumer buying behavior characterized by high involvement but few perceived differences among brands
Individuals and households that buy or acquire goods and services for personal consumption make up the _____.
consumer market
role
A ________ consists of the activities an individual is expected to perform according to the people around him/her.
motive
A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction.
personal characteristics
A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage, occupation, economic situation, lifestyle, personality, and self-concept.
Belief
A descriptive thought that a person holds about something
New Product
A good, service, or idea that is perceived by some potential customers as new
Subculture
A group of people with shared value based on common life experiences and situations
Motive (drive)
A need that is sufficiently pressing to direct the person to seek satisfaction of the need
Opinion Leader
A person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others.
association
A person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these factors?
Attitude
A person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea
Lifestyle
A person's pattern of living as expressed in his or her activities, interests, and opinions
attitude
A(n) ________ is a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea. They are also difficult to change.
self-actualization needs
According to Maslow's hierarchy of needs, which of the following is the LEAST pressing need?
buyer's decision process
According to the model of buyer behavior, this is one of the two primary parts of a "buyer's black box"?
Consumer Market
All the individuals and households that buy or acquire goods and services for personal consumption
Cognitive dissonance
Buyer discomfort caused by postpuchase conflict.
human needs
Maslow's theory is that ________ can be arranged in a hierarchy.
Learning
Changes in an individual's behavior arising from an experience
buzz
Companies that use brand ambassadors are most likely involved in ________ marketing.
Complex buying behavior
Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands
Habitual buying behavior
Consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences
Variety-seeking buying behavior
Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences
Subculture
Each culture contains smaller ________, or groups of people with shared value systems based on common life experiences and situations.
social
Family is one of the ________ factors that influence consumer behavior.
Cross-Cultural Marketing
Including ethnic themes and cross-cultural perspectives within a brand's mainstream marketing, appealing to customer similarities across subcultural segments rather than differences
Online social networks
Online social communities- blogs social networking Websites, and other online communities—where people socialize or exchange information and opinions
product, price, place, promotion
Part of marketing stimuli (4 P's)
selective attention
People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information is called ________.
selective distortion
People tend to interpret new information in a way that will support what they already believe. This is called ________.
True of social classes
People within a social class tend to exhibit similar buying behavior.
Social Class
Relatively permanent and ordered divisions in a society whose members share similar values interests and behaviors
Word-of-mouth influence
The impact of the personal words and recommendations of trusted friends, family, associates, and other consumers on buying behavior
Adoption Process
The mental process through which an individual passes form first hearing about an innovation to final adoption
Perception
The process by which people select, organize, and interpret information to form a meaningful picture of the world.
Culture
The set of basic values, perceptions, wants, and behaviors learned by a member of society form family and other important institutions
Post purchase behavior
The stage of the buyer decision process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction
Information Search
The stage of the buyer decision process in which the consumer is motivated to search for more information