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Chapter 5 Business

Terms in this set (93)

Individuals and households that buy or acquire goods and services for personal consumption make up the ________.
consumer market
Marketing stimuli include which of the following?
price stimuli
Which of the following is one of the other stimuli present in a buyer's environment apart from a marketing stimuli?
cultural stimuli
According to the model of buyer behavior, which of the following is one of the two primary parts of a "buyer's black box"?
buyer's decision process
Marketing stimuli consist of the four Ps. Which of the following is NOT one of these?
packaging
In the model of buyer behavior, which of the following is NOT a major type of force or event in the buyer's environment?
political
_____ is the most basic determinant of a person's wants and behavior
culture
Each culture contains smaller ________, or groups of people with shared value systems based on common life experiences and situations.
subcultures
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?
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.
Hispanic American
Hispanic Americans tend to be deeply family oriented and make shopping a family affair. Older consumers are band loyal, while younger Hispanics have shown increasing price sensitivity and willingness to choose store brands. Hispanic Americans make up a _____.
subculture
Although more price-conscious than other population segments, ________ consumers tend to be strongly motivated by quality and selection and give importance to brands.
African Americans
_____ consumers are the most affluent U.S. demographic segment and are expected to have an annual buying power approaching $1 billion by 2017.
Asian Americans
Many companies use ethnically specific themes in their mainstream marketing strategy because marketers have realized that insights gleaned from ethnic consumers can influence their broader markets. This type of marketing is known as​ ________ marketing.
cross-cultural
_____ are society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviors.
social classes
Which of the following statements is true of cultural factors that influence consumer behavior?
social classes show distinct product and brand preferences in areas such as clothing and travel
Which of the following statements is true of social classes?
People within a social class tend to exhibit similar buying behavior
Which of the following statements is true regarding social classes in the United States?
Social classes show distinct product preferences in clothing and automobiles
Family is one of the ________ factors that influence consumer behavior.
social
_____ are groups to which an individual wishes to belong, as when a young basketball player hopes to play someday for the LA Lakers
aspirational groups
A shoe manufacturing company uses ads featuring the members of a country music band with the hope that the band's fans will see them wearing the company's shoes and hence purchase the same brand of shoes. The shoe company believes that the band portrays the image of a ________ to the band's fans.
reference group
Rachel loves fashion and is always seen wearing the trendiest fashion outfits. She actively shares her knowledge with a wide group of friends and colleagues about where to shop for the latest fashion at great deals. Most of her friends and colleagues follow her fashion tips. Rachel portrays the image of a(n) ________.
opinion leader
_____ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others.
opinion leader
Opinion leaders are also referred to as _____.
influentials
_____ are ambassadors who share their passion for a company's products with large circles of friends and acquaintances in return for insider knowledge and other rewards.
brand evangelists
Companies that use brand ambassadors are most likely involved in _____ marketing.
buzz
Which of the following is characteristics of online social networks?
user-controlled content
Which is the most important consumer buying organization in society?
family
A _____ consists of the activities an individual is expected to perform according to the people around him/her.
role
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.
personal characteristics.
Consumers information provider Nelsen uses a life-stage segmentation system that places U.S. households into one of 66 different life-stage groups. (single twenty-somethings)
young achievers
_____ is a persona's pattern of living as expressed in his/her psychographics, and it includes the individual's activities, interests, and opinions.
Lifestyle
In the context of the AIO dimensions for measuring consumers' lifestyles, "A" stands for ________.
activities
The latest trend in the United States involves rediscovering the benefits of home-cooked food and the use of organic ingredients....
lifestyle
_____ refers to the unique psychological characteristics that distinguish an individual or group.
personality
Which of the following refers to a specific mix of human traits that may be attributed to a particular brand?
brand personality
Shoez Inc., a manufacturer of shoes, has recently launched a brand of sturdy shoes ideal for hiking and other outdoor activities. Which of the following brand personalities could be best associated with the new brand?
ruggedness
Many marketers use the self-concept premise that people's possessions contribute to and reflect their identities; that is, "we are what we have." Under this premise, consumers _____.
buy products to support their self-image.
Harley-Davidson promotes it motorcycles with images of independence, freedom, and power. Harley-Davidson has created a _____.
brand personality
A marketer of women's hair care products targeting Chinese customers created an advertising message that told women their hair could be worn any way they wanted as opposed to wearing it straight. The message suggested the women did not need to conform to the mainstream media definition of beauty. It is most accurate to say that this ad was based on an understanding of customers' ________.
self-concept
A person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these factors?
association
A _____ is a need that is sufficiently pressing to direct a person to seek satisfaction.
motive
According to Freud, a person's buying decisions are primarily affected by _____.
subconscious motives
_____ refers to qualitative research designed to probe consumers' hidden, subconscious motivations.
motivation research
A marketing research company asked members of a focus group to describe several brands as animals. This is an example of _____.
interpretive consumer research
Maslow's theory is that _____ can be arranged in a hierarchy.
human needs
Which of the following is NOT part of Maslow's hierarchy of needs?
spiritual needs
According to Maslow's Hierarchy of Needs, which of the following is the LEAST pressing need?
self-actualization needs
_____ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.
Perception
People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information to which he is exposed is called ________.
selective attention
People tend to interpret new information in a way that will support what they already believe. This is called ________.
selective distortion
______ means that consumers are likely to remember good points made about a brand they favor and forget good points made about competing brands
selective retention
Mark has long supported a particular brand of footwear and has always bought that brand. Recently, the footwear manufacturer was embroiled in a controversy for using child labor at its manufacturing plants. Mark doubts the news reports and continues to purchase the same brand.
selective distortion
Juana looked at the September issue of her favorite fashion magazine and did not find anything particularly interesting despite the fact that the magazine had several advertisements that were targeted at Juana's demographic. The only thing that interested her was an article about an upcoming fashion show. Which consumer behavior is being illustrated in this instance?
selective attention
Stephanie and John wanted to purchase a high-end sports car. They viewed a commercial for a particular sports car that highlighted the cost, design, and power of the car. After viewing the ad, Stephanie felt that the car's price was acceptable, considering the superior and unique design. John thought that the car was expensive owing to the high power engine installed in it. They used the information in different ways, focusing on issues that each considered important.
Which of the following concepts does this scenario demonstrate?
selective distortion
Some consumers worry that they will be affected by marketing messages without even knowing it. They are concerned about ________ advertising.
subliminal
_____ describes changes in an individual's behavior arising from experiences.
learning
_____ are minor stimuli that determine where, when, and how a person responds to an idea.
cues
A(n) _____ is a descriptive thought that a person has about something.
belief
A(n) _____ is a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea.
attitude
When consumers are highly involved with the purchase of an expensive product and they perceive significant differences among brands, they most likely will exhibit _____.
complex buying behavior
George is buying his first house. He has spent a month looking at houses and comparing attributes such as price and location. He has contacted several real estate agents to look at different types of houses. George is most likely exhibiting ________.
complex buying behavior
When consumers are highly involved with an expensive, infrequent, or risky purchase but see little difference among brands, they most likely will exhibit _____.
dissonance-reducing buying behavior
For the past ten years, Bill and Margaret have saved money to go to the Super Bowl should their team, the Chicago Bears, reach the finals of the NFC championship. This is the year, and several tour companies offer attractive, but very similar, packages to the game. Since all packages are pretty much the same, they have chosen one that fits their budget. Bill and Margaret are most likely exhibiting ________.
dissonance-reducing buying behavior
Which of the following consumer buying behaviors is related to conditions of low-consumer involvement and little significant brand differences?
inhabitual buying behavior
Pat thought he had received the best deal on his new car. Shortly after the buying the car, Pat started to notice certain disadvantages of his new car as he learned more about other cars available in the market. Pat is experiencing ________.
postpurchasing dissonance
Which of the following would make a marketer LEAST likely do to encourage habitual buying behavior?
stress unique features in ADs
Carrie tends to purchase various brands of bath soap. She has never been loyal to a specific brand; instead she does a lot of brand switching. Carrie exhibits ________.
variety-seeking buying behavior
When customers have low involvement in a purchase but perceive significant brand differences, they will most likely engage in _____.
variety-seeking buying behavior
The buyer decision process consists of five stages. Which of the following is NOT one of these stages?
conspicuous consumption
The buyer decision process starts with _____, in which the buyer spots a problem
need recognition
An invitation to go skiing over the weekend forced Donna to look at her current wardrobe. She realized that she required a warmer coat. Which of the following stages of the buyer decision process does Donna exemplify?
need recognition
Donna wants to buy a new coat. During the ________ stage of the buyer decision process she will ask her friends to recommend stores that sell good quality winterwear clothing. She will also go through newspapers and magazines to look out for offers and sales on coats.
information search
If the consumer's drive is strong and a satisfying product is near at hand, the consumer is likely to buy it then. If not, the consumer may store the need in memory or undertake a(n) ________.
information search
James has decided to buy a new vehicle. His brother John has recently purchased a new truck and recommends the same model to James. James finally decides to buy the same truck. Which of the following sources of information has most likely influenced James' purchase decision?
personal sources
John has decided to buy a particular smartphone that he saw reviewed online...
public sources
The information sources that are the most effective at influencing a consumer's purchase decisions are _____. These sources legitimize or evaluate products for the buyers.
personal
Marketers describe the way a consumer processes information to arrive at brand choices as ________.
alliterative evaluation
Robert has taken up cycling as a hobby and as a way to maintain his physical fitness. He wants to buy a hydration system since he will need a lot of water as he cycles. Having gathered a great deal of information, he has finally narrowed down his choices to three systems: Waterbags for Roadies, Supertanker Hydropacks, and Fast Water. Robert is in the ________ stage of the buyer decision process.
evaluation of alternatives.
Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. Which of the following is one of these factors?
attitudes of others
After the purchase of a product, consumers will be either satisfied or dissatisfied and engage in ______.
postpurchase behavior
A particular automobile company works to keep its customers happy after each sale, aiming to delight each one of them in order to increase their customer lifetime value. Which of the following steps of the buyer decision process does the company exemplify?
postpurchase behavior
Leona bought two different brands of wine from vineyards in Australia. When asked for her opinion about the wines, she said that one brand of wine tasted like alcoholic grape juice, but the other had a crisp taste that she really enjoyed. These statements were most likely made during the ________ stage of the buyer decision process.
postpurchase behavior
Almost all major purchases result in ________, or discomfort caused by postpurchase conflict.
cognitive dissonance
When a customer feels uneasy about losing out on the benefits of a brand not purchased, she is likely to experience ________.
cognitive dissonance
Consumers learn about new products for the first time and make the decision to buy them during what process?
adoption process
Which of the following is the final stage in he new product adoption process?
adoption
Which of the following is the adoption process stage at which the consumer considers whether trying the new product makes sense?
evaluation
Cameron loves to own and be up-to-date on the latest technological gadgets available in the market. Among his friends, he is always the first to own the latest electronic gadgets. He loves trying out new products before others. Cameron most likely belongs to the ________ adopter group.
innovator
In the context of product characteristics that influence the rate of adoption, _____ refers to the degree to which the innovation fits the values and experiences of potential consumers.
compatibility
Which of the following product characteristics refers to the degree to which the innovation appears superior to existing products?
relative advantage
Which of the following best describes divisibility of an innovation that influences the rate of adoption?
It is the degree to which the innovation may be tried on a limited basis.
relative advantage, compatibility, complexity, divisibility, communicability are all characteristics of _____.
a product's rate of adoption
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