| 1. Consumer purchases are influenced strongly by cultural, social, personal, and . . . characteristics. |
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2. Cultural factors exert a broad and deep influence on consumer behavior. T
he marketer needs to understand the role played by the buyer s culture, subculture, and |
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| 3. The most basic cause of a person s wants and behavior is . . . |
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| 4. Each culture contains smaller . . . or groups of people with shared value systems based on common life experiences and situations. They include nationalities, religions, racial groups, and geographic regions. |
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| 5. Society s relatively permanent and ordered divisions whose members share similar values, interests, and behaviorsare called . . . |
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| 6. Groups that have a direct influence and to which a person belongs are called . . . |
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| 7. People often are influenced by . . . groups to which they do not belong. |
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| 8. People within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others are called . . . |
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| 10. The . . . is the most important consumer buying organization in society. |
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| 11. A person belongs to many groups - family, clubs, organizations. The person s position in each group can be defined in terms of both . . . |
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| 12. A buyer s decisions also are influenced by . . . characteristics such as the buyer s age and life-cycle stage, occupation, economic situation, lifestyle, and personality and self-concept. |
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| 14. Each person s distinct . . . influences his or her buying behavior. - . . refers to the unique psychological characteristics that lead to relatively consistent and lasting responses to one s own environment. |
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| 15. A . . . refers to the unique psychological characteristics that lead to relatively consistent and lasting responses to one s own environment. |
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| 16. The idea is that . . . also have personalities, and that consumers are likely to choose brands whose personalities match their own. |
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| 17. A person s buying choices are further influenced by four major psychological factors: motivation; . . . learning; and beliefs & attitudes. |
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| 18. A motive (or drive) is a . . . that is sufficiently pressing to direct the person to seek satisfaction. |
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| 21. The process by which people select, organize, and interpret information to form a meaningful picture of the world is called: |
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| 22. Changes in an individual s behavior arising from experience are called |
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| 23. A belief is a descriptive . . . that a person has about something |
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| 24. A person s relatively consistent evaluations, feelings, and tendencies toward an object or idea are called: |
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| 27. 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 an . . . related to the need. |
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| 28. The consumer can obtain information from any of several sources. These include: |
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| 29. . . is the only promotion method that is of consumers, by consumers, and for consumers |
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| 30. How the consumer processes information to arrive at brand choices is called: . . . |
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| 31. 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: |
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| 32. After the purchase, consumers are satisfied with the benefits of the chosen brand and are glad to avoid the drawbacks of the brands not bought. This is called: |
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| 33. It usually costs . . . to attract new customers than to retain current ones. |
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| 34. A new product is a good, service, or idea that is perceived by . . . as new. |
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| 35. We define the . . . process as "the mental process through which an individual passes from first learning about an innovation to final adoption," and . . . as the decision by an individual to become a regular user of the product. |
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| 36. Consumers go through five stages in the process of adopting a new product. These are in the right order: |
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| 38. . . are guided by respect - they are opinion leaders in their communities and adopt new ideas early but carefully. |
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| 39. The . . . are deliberate - although they rarely are leaders, they adopt new ideas before the average person. |
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| 40. The . . . are skeptical - they adopt an innovation only after a majority of people have tried it. |
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| 41. . . are tradition bound - they are suspicious of changes and adopt the innovation only when it has become something of a tradition itself. |
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