Mktg-300 Chapter 5

Front 1

Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decisions and the product use:

Back 1

Consumer Behavior

Front 2

Any unit of input affecting one or more of the five senses:

Back 2

Stimulus

Front 3

Group of brands, resulting from an information search, from which a buyer can choose:

Back 3

Evoked Set

Front 4

Result of an imbalance between actual and desired states:

Back 4

Need Recognition Process

Front 5

A five-step process used by consumers when buying goods or services:

Back 5

Consumer Decision-Making Process

Front 6

Set of values, norms, attitudes, and other meaningful symbols that shape human behavior and the artifacts, or products, of that behavior as they are transmitted from one generation to the next:

Back 6

Culture

Front 7

An individual who influences the opinion of others:

Back 7

Opinion Leaders

Front 8

Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions:

Back 8

Cognitive Dissonance

Front 9

A group of people in a society who are considered nearly equal in status or community esteem, who regularly socialize among themselves both formally and informally, and who share behavioral norms:

Back 9

Social Class

Front 10

Enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct:

Back 10

Value

Front 11

A group in society that influences an individual’s purchasing behavior:

Back 11

Reference Group

Front 12

A homogeneous group of people who share elements of the overall culture as well as unique elements of their own group:

Back 12

Subculture

Front 13

Type of learning where an experience changes behavior:

Back 13

Experiential Learning

Front 14

Process by which people select, organize, and interpret stimuli into a meaningful and coherent picture:

Back 14

Perception

Front 15

An organized pattern of knowledge that an individual holds as true about his or her world:

Back 15

Belief

Front 16

Perception in which the consumer notices certain stimuli and ignores others:

Back 16

Selective Exposure

Front 17

Type of learning that is not learned through direct experience:

Back 17

Conceptual Learning

Front 18

Perception in which the consumer changes or distorts information that conflicts
with feelings or beliefs:

Back 18

Selective Distortion

Front 19

A method of classifying human needs and motivations into five categories in ascending order of importance:

Back 19

Maslow’s Hierarchy of Needs

Front 20

A learned tendency to respond consistently toward a given object:

Back 20

Attitude

Front 21

Perception in which the consumer remembers only
information that supports personal beliefs:

Back 21

Selective Retention

Front 22

Amanda's computer is five years old, and she is becoming annoyed by how slowly it operates. This scenario is an example of _____.

Back 22

Need Recognition

Front 23

Cosmetic brands such as Revlon or Maybelline use beautiful models to showcase what their product can do. This is an example of marketing based on consumers' ____ self images.

Back 23

Real

Front 24

Jon Austin is a staunch Democrat. He was just given a pamphlet about the positive aspects of the Republican party. Jon reads this pamphlet and then throws it away. By the next day, he has forgotten the points made in the pamphlet. This is an example of _____.

Back 24

Selective Retention

Front 25

Kyle sees a print ad for a new line of low-fat ice cream and decides he will buy a carton the next time he goes to the grocery store. The print ad is a(n):

Back 25

External Stimulus

Front 26

Franco loves his brand of whitening toothpaste because it tastes good and keeps his teeth bright. However, on his next trip to the grocery store, his brand is out of stock. He must select among three other brands, and he carefully reads the product claims to do this. This is an example of ____ decision making.

Back 26

Extensive

Front 27

Darrin buys the same brand of milk every time he goes to the grocery store. This type of buying behavior is called:

Back 27

Routine response behavior

Front 28

After searching for information on TVs, Hugh is about to choose one of the following brands: Sony, Toshiba, or JVC. This group of TV brands makes up Hugh's _____.

Back 28

Evoked Set

Front 29

A few years ago, Toro introduced a small, lightweight snow blower called the Snow Pup. Even though the product worked great, sales failed to meet expectations because consumers perceived the name to mean the Snow Pup was a toy or too light to do any serious snow removal. Toro took the Snow Pup off the market and reintroduced it as the Snow Master. Sales surpassed expectations with the new name. The poor sales under one name and the excellent sales under another is one reason why marketers need to study ________ prior to introducing a new product.

Back 29

Consumer Behavior

Front 30

Colby is a fourteen-year-old aspiring basketball player. He plays for his school's basketball team and hopes one day to win a sports scholarship to a good college. Every chance he gets, he goes to watch his hometown's professional basketball team. A few team members have even been featured in local TV advertisements. The professional basketball players are examples of Colby's ________ group.

Back 30

Aspirational

Front 31

Sarah wants to buy a new computer. She reads a variety of computer magazines and speaks to her computer professor about what she should buy. Sarah is using:

Back 31

Non-marketing controlled information sources

Front 32

Dan is a prestige-oriented shopper and will only give his girlfriend jewelry gifts from Tiffany's. This behavior illustrates the:

Back 32

Satisfaction of a want

Front 33

Donna feels that the only type of consumer who would wear a fur coat is wasteful and materialistic, and she would never consider owning one herself. The people who typically buy fur coats are in Donna's ________ group for that type of purchase.

Back 33

Non-aspirational reference

Front 34

John's purchase behavior is influenced by his hobbies of antique firearms, working out, and computers; his interest in scuba diving, music, and swimming; and his deeply held political and cause related opinions. All of these things are part of the personal influence factor called:

Back 34

Lifestyle

Front 35

By keeping the blue triangle in the corner and the Nabisco name on several similar Nabisco snack products, Nabisco is attempting to capitalize on _____.

Back 35

Stimulus generalization

Front 36

A baby food manufacturer has spent a large amount of money on packaging, advertising, and store displays. After a successful introduction with sales higher than expected, sales suddenly dropped off dramatically. Subsequent research revealed that many babies refused to eat it. The baby food manufacturer forgot that babies also play an important role in the family decision process as a(n):

Back 36

Consumer

Front 37

To encourage consumers to tell the difference between various pain relievers that all perform basically the same function, Tylenol advertises that it "is least likely to interact with your prescriptions." The maker of Tylenol is using:

Back 37

Stimulus discrimination

Front 38

Jill, a new junior executive, feels that she is a trendy, upwardly mobile professional woman and wants to project an impression of competence and independence. She carefully shops for suits like the kind worn by the two women vice presidents at her firm. Jill admires the vice presidents and strives to be like them. She is dressing to fit her:

Back 38

Ideal self image

Front 39

Sixty percent of drinkers of whisky in Great Britain are over 50. The dangers of an aging market are obvious. Whiskey manufacturers have taken staid traditional symbols of their whiskey and placed them in incongruous situations to appeal to a youthful market. If young consumers saw these attempts to influence their purchasing behavior as ridiculous because they believe whisky is an old person's drink, they would miss the advertising message the manufacturers hoped to send. ________ would have occurred.

Back 39

Selective distortion

Front 40

When a new video game comes out, the manufacturer generally makes available a demonstration product that stores can use to let consumers try out the product. The video game marketer is trying to encourage:

Back 40

Learning

Front 41

Julie, an accounting major, reads an article that states that accounting majors receive the highest starting salary offers for business majors. The article also states that marketing majors start with lower salaries but surpass all other majors' salaries within ten years. Julie doesn't remember reading this last part of the article, just the first part. This is an example of:

Back 41

Selective retention

Front 42

Taran has used and liked Colgate brand toothpaste for years, so when its manufacturer introduced Colgate brand mouthwash, he bought some. This is an example of:

Back 42

Stimulus generalization

Front 43

Tylenol brand pain reliever ran ads in which it claimed it was "least likely to interact with your prescription medicines." In terms of Maslow's hierarchy of needs, the ad is most likely trying to show how it satisfies ________.

Back 43

Safety needs