Marketing an Introduction, Gary Armstrong
Chapter 5: Consumer and Business Buying Behaviour
Chapter 5: Consumer and Business Buying Behaviour
S. K.
S. K.
This flashcard set delves into the fundamentals of marketing, focusing on consumer behavior, product decisions, and the buying process. It explores how attitudes, personality, and lifestyle influence purchasing decisions, as well as the role of brands and market segmentation. Ideal for university students, this set provides insights into understanding and predicting consumer actions, making it valuable for those studying marketing or business.
Flashcards
42
Students
6
Language
English
Category
Marketing
Level
University
Created / Updated
10.05.2013 / 23.06.2024
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A person's attitudes fit into a pattern, and to change one attitude may require difficult adjustments in many others. Thus, a company should ________ try to fit its products into existing attitudes rather than attempt to change attitudes.
The buying process starts with ________, in which the buyer recognizes a problem or need.
The most effective sources that consumers obtain information from are ________ because they legitimize or evaluate products for the buyer
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?
The relationship between the consumer's expectations and the product's ________ determines whether the buyer is satisfied or dissatisfied with a purchase.
How consumers learn about new products for the first time and make the decision to buy them is called the ________
Relative advantage, compatibility, complexity, divisibility, and communicability are all examples of ______
What can we say about the size of the business market compared to consumer markets?
Because business purchases are usually more complex than consumer purchases, business buyers tend to _______
Which of the following is not included in the decision-making unit of a buying organization?
During which stage of the business buying process is a buyer most likely to conduct value analysis, carefully studying components to determine if they can be redesigned, standardized, or made less expensive?
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 _____
Blake is in the process of buying a new car. He is highly involved in the purchase and perceives significant differences among his three favourite models. Blake's next step is most likely to be _______
Bill thought he had received the best deal on his new car. Shortly after the purchase, Bill started to notice certain disadvantages of his new car as he learned more about other cars available. Bill is experiencing _______
As a purchasing agent, Benni Lopez buys goods for use in the production of products that are sold and supplied to others. Benni is involved in _______
You regularly purchase cleaning supplies for your custodial staff. This purchase is a _____
________ are human needs as shaped by individual personality and culture
Which is not true of mature consumers?
_______ is a person's pattern of living as expressed in his or her psychograhpics, including his or her activities, interests and opinions.
The division of buyers into groups based on their knowledge, attitudes, uses, or responses to a product is ______ segementation
______ is never simple, yet understanding it is the essential task of marketing management
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The starting point to understanding how consumers respond to various marketing efforts is the ________ model of a buyer's behavior.
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In the model of buyer behavior, which of the following is not a major type of force or event in the buyer's environment?
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Marketers are always trying to spot ________ in order to discover new products that might be wanted.
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______ are becoming a very attractive market: they are the ideal market for exotic travel, restaurants, high-tech home entertainment products, leisure goods and services, and designer furniture and fashions.
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______ are society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviors
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Family is one of the ________ factors that influence consumer behavior.
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________ are groups to which an individual wishes to belong, as when a teenage football player hopes to play someday for Inter Milan.
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Opinion leaders are sometimes referred to as _______
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A ________ consists of the activities people are expected to perform according to the persons around them.
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A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage, occupation, economic situation, lifestyle, and personality and self-concept.
All of the following make up a person's lifestyle except ________
_______ refers to the unique psychological characteristics that lead to relatively consistent and lasting responses to one's own environment. It is usually described in traits such as self-confidence, dominance, sociability, autonomy, defensiveness, adaptability, and aggressiveness.
Brand personality is a mix of human traits attributed to a brand. Which of the following is not identified as a brand personality trait?
A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction.
Maslow's theory is that ________ are arranged in a hierarchy from the most pressing at the bottom to the least pressing at the top.
What is the least pressing in Maslow's Hierarchy of Needs?
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 or she is exposed is called _______
People forget much that they learn. They tend to retain information that supports their attitudes and beliefs. This is called _______
________ describes changes in an individual's behavior arising from experience
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Flashcards
_______ is a person's pattern of living as expressed in his or her psychograhpics, including his or her activities, interests and opinions.
The division of buyers into groups based on their knowledge, attitudes, uses, or responses to a product is ______ segementation
