Consumer Market and Buyer Behavior

How marketers measure consumers’ s lifestyle?

• Measures a consumer’s HIPs (habitats, income, psychology) to capture information about a person’s pattern of acting and interacting in the environment.

• Measures a consumer’s AIOs (activities, interests, opinions) to capture information about a person’s pattern of acting and interacting in the environment.

• Measures a consumer’s HIPs (habitats, income, psychology) to imagine about how a person live, work and how they organize their daily life.

• Measures a consumer’s AIOs (activities, interests, opinions) to imagine about how a person live, work and how they organize their daily life.

Name three perceptual processes?

• Selective impression, Selective changement, Selective capturing.

• Make attention, Make distortion, Make retention.

• Selective attention, Selective distortion, Selective retention.

• Make impression, Make changement, Make capturing.

You are a sales representative for Mercedes. During your research on a potential customer, you notice that they do not have any notable status regarding their position, family, or career. However, through your connections, you know that this customer is considering buying a house and is planning to enroll their child in a reputable school, although it is still just an intention. So which class does this customer belong to?

• Middle class

• Upper middles

• Working class

• Low uppers

You are about to start university and need a laptop. While browsing Facebook, you see that Phong Vu is running a discount program for student laptops. Coincidentally, your mother often takes you there to buy antivirus software, so you feel the store is reliable. Therefore, you decide to purchase the laptop from there.

After using it for about two years, your laptop encounters an issue, even though you bought a brand new one, not a second-hand product. However, Phong Vu refuses to honor the warranty on your purchase. So this situation occurs through the interplay of:

• Drives, motivation, stimuli, responses and supportment

• Motivation, signal, cues, responses and supportment

• Motivation, responses, drives, replying and reinforcement

• Drives, stimuli, cues, responses and reinforcement

A functional food brand launched a new product aimed at consumers aged 30 to 50, highlighting clear health benefits. However, after some time, the sales did not meet the expectations. Surveys revealed that while royal customers recognized the benefits, they did not purchase the product because they felt it was not aligned with their lifestyle. Which of the following factors could be the underlying reason for this mismatch?

• Established consumption habits that are difficult to change

• The marketing strategy did not emphasize the cultural values of this age group

• Inaccurate segmentation in identifying the target audience

• Preconceived notions about functional foods from previous products

What are the types of buying decision behavior?

• Complex buying behavior, dissonance-reducing buying behavior, habitual buying behavior, variety-seeking buying behavior

• Complex buying behavior, dissonance-reducing buying behavior, impulse buying behavior, price-sensitive buying behavior

• Peer-influence buying behavior, Needs-based buying behavior, habitual buying behavior, immediate-satisfaction buying behavior

• Complex buying behavior, dissonance-increasing buying behavior, habitual buying behavior, variety-seeking buying behavior

Which of the following NOT belong to the buyer decision process?

• Need Recognition

• Evaluation of alternatives

• Information search

• Pre-purchase behavior

A customer is planning to purchase a high-end laptop for work. They spend a significant amount of time researching different brands, comparing features, reading reviews, and visiting stores before making the final purchase. Which type of buying decision behavior and buyer decision process stage is the customer primarily engaging in?

• Variety-seeking buying behavior; Post-purchase evaluation

• Complex buying behavior; Information search

• Dissonance-reducing buying behavior; Need recognition

• Habitual buying behavior; Purchase decision

A new smart home security system with advanced AI features has been introduced to the market. Tech enthusiasts, known for being early adopters, quickly purchase the product due to its innovative technology. However, the general population remains hesitant due to concerns over complexity and price. Which product characteristic is most likely slowing the rate of adoption among the broader market, and which group is likely to adopt the product first?

• Relative advantage; Early majority

• Compatibility; Innovators

• Complexity; Innovators

• Observability; Laggards

A smartphone company has recently launched a new device featuring a state-of-the-art camera and advanced artificial intelligence capabilities. The marketing strategy includes endorsements from prominent tech reviewers and influencers, as well as a trade-in program offering significant discounts for consumers who upgrade their old devices. However, despite the aggressive marketing push, sales among average consumers are sluggish.

What underlying factor could explain this buying decision behavior among the average consumers?

• Many consumers are satisfied with their current smartphones, perceiving no compelling reason to switch to a new device, even with advanced features.

• The complexity of the new features intimidates consumers, leading to hesitation as they feel overwhelmed by the need to learn how to use them.

• The marketing campaign lacks emotional resonance, failing to connect with consumers' personal aspirations or lifestyles.

• The price point of the new smartphone is perceived as too high compared to the value it offers, causing consumers to prioritize their budget over the upgrade.