Principles of Marketing (Chapter 5-7)

What does consumer buyer behavior refer to?

• Purchasing behavior of organizations

• Purchasing behavior of final consumers

• Purchasing behavior of producers

• Purchasing behavior of wholesalers

What do consumer markets consist of?

• Organizations buying goods and services

• Final consumers buying for personal consumption

• Producers buying raw materials

• Wholesalers buying in bulk

What is culture in the context of consumer behavior?

• Occupation, income, education, wealth

• Set of basic values and behaviors learned by society members

• Shared value systems within a subculture

• Society’s permanent divisions

How are social classes measured?

• By age and life stage

• By occupation, income, education, wealth, and other variables

• By geographic location

• By benefits sought

What are reference groups in consumer behavior?

• Groups of people with shared life experiences

• Groups whose members share similar values

• Groups influencing individual behavior

• Groups within a culture

What is the first stage of the buyer decision process?

• Evaluation of alternatives

• Need recognition

• Information search

• Purchase decision

What does selective distortion refer to?

• Screening out information

• Interpreting information to support existing beliefs

• Remembering good points about a brand

• Buying a product without modifications

What is motivation in consumer behavior?

• A need that directs a person to seek satisfaction

• A hidden, subconscious desire

• Screening out information

• The tendency to interpret information

What is the adoption process?

• Buyer discomfort after purchase

• Systematic development of supplier networks

• Learning about an innovation to regular use

• Choosing among alternative brands

In the buying center, who controls the flow of information?

• Users

• Influencers

• Gatekeepers

• Deciders