CHAPTER 5: CUSTOMER MARKETS & BUYER BEHAVIOR

Consumer behavior is the analysis of the behavior of _____ and _____ who buy goods and services for _____ consumption.

• Individuals, businesses, private
• Individuals, households, personal
• Businesses, households, public
• Businesses, households, conspicuous

Characteristics of the location in which the purchase decision is made is known as

• material
• physical
• motivational
• social systems

Most large companies research ________ buying decisions to find out what/where/how and how much/when and why they buy

• market
• social
• consumer
• group

Each culture contains smaller ________shared value systems based on common life experiences and situations.

• alternative evaluations
• subcultures
• attitudes
• motives

A buyer's decisions are influenced by ________ :the buyer's age, occupation, economic, personality and self-concept,etc

• personal characteristics
• perceptions
• reference groups
• attitudes

A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction.

• stimulus
• s
• motive
• culture

Maslow's theory is that ________ can be arranged in a hierarchy.

• stimuli
• perceptions
• beliefs and attitudes
• human needs

________ describes changes in an individual's behavior arising from experience.

• lifestyle
• perception
• learning
• cognitive dissonance

The buying process starts with ________, in which the buyer recognizes a problem.

• need recognation
• product awareness
• information search
• product interest

Consumers learn about new products for the first time and make the decision to buy them during the _______

• need recognition stage
• adoption process
• evaluation process
• trial process