This document contains questions and answers about consumer behavior concepts. It discusses key topics like consumer behaviourism being the study of how people select, buy, use and dispose of products. It also addresses influences on consumer behavior like cultural, social and personal factors. Other concepts covered include perception, motivation theories, subcultures, memory processes, and stages of the consumer buying process.

1. TOP 10 Learning Questions for Chapter 6 Analyzing Consumer Markets Valderas, Cristina Krastle December 15, 2011

2. 1. ____ is the study of how individuals select, buy, use and dispose of goods and services to satisfy their needs and wants. Consumer Behaviourism Consumer Attitude Consumer Market Market Research Market Demand

3. What Influences Consumer Behavior? Cultural Factors Social Factors Personal factors

4. Consumer Behaviourism - the study of how individuals, groups, and organizations select, buy, use and dispose of goods, services, ideas, or experience to satisfy their needs and wants.

5. 1. ____ is the study of how individuals select, buy, use and dispose of goods and services to satisfy their needs and wants. Consumer Behaviourism Consumer Attitude Consumer Market Market Research Market Demand

6. 2. ____ the process by which we select, organize and interpret information inputs. Motivation Perception Learning Decision Process Selection

7. PERCEPTION Selective Attention Selective Retention Selective Distortion Subliminal Perception

8. Perception is the process by which we select, organize, and interpret information inputs to create meaningful picture of the world. It not only depend on the physical stimuli, but also its relationship to the surrounding.

9. 2. ____ the process by which we select, organize and interpret information inputs. Motivation Perception Learning Decision Process Selection

10. 3. Which of the following is false? Based of Freud’s Theory: Behaviour is guided by subconscious motivations. Psychological forces shapes people’s behaviour A person cannot fully understand his / her motivations. People will react only to its stated capabilities. Deeper motives affects people’s decision.

11. Motivation Freud’s Theory Behavior is guided by subconscious motivations. Maslow’s Hierarchy of Needs Behavior is driven by lowest, unmet need Herzberg’s Tow-Factor Theory Behavior is guided by motivating and hygiene factors

12. Based on Kotler and Keller: Freud’s Theory states that consumer decisions are being affected not just by the stated capabilities of the product but also by the psychological motives of the person.

13. 3. Which of the following is false? Based of Freud’s Theory: Behaviour is guided by subconscious motivations. Psychological forces shapes people’s behaviour A person cannot fully understand his / her motivations. People will react only to its stated capabilities. Deeper motives affects people’s decision.

14. 4. Subcultures include the following except: Nationalities Religions Demographics Racial Groups Geographic regions

15. SUBCULTURES Nationalities Religions Racial Groups Geographic Groups

16. Subcultures are factors that can affect or influence the buying behaviour of consumers. Demographic relates to the balance of a population in regards to density and capacity for expansion or decline.

17. 4. Subcultures include the following except: Nationalities Religions Demographics Racial Groups Geographic regions

18. 5. Which of the following statements are true? Paying attention to the information will give us stronger association in memory. Memory is just a constructive process. We integrate new information which depends on the structure and complexity. The presence of other product will not interfere with another. Memory can often be a reconstructive process.

19. Key Psychological Processes Motivation Perception Learning Memory

20. Memory is a constructive process because we don’t remember information completely and accurately. It will undergo in the process of memory encoding and memory retrieval. Often, it can be reconstructive due to intervening factors or events.

21. 5. Which of the following statements are true? Paying attention to the information will give us stronger association in memory. Memory is just a constructive process. We integrate new information which depends on the structure and complexity. The presence of other product will not interfere with another. Memory can often be a reconstructive process.

22. 6. Self – development and realization is an example of: Maslow’s Hierarchy of Needs Freud’s Theory Herzberg’s Theory Purchase Decision Selective Attention

23. Motivation Freud’s Theory Behavior is guided by subconscious motivations. Maslow’s Hierarchy of Needs Behavior is driven by lowest, unmet need Herzberg’s Tow-Factor Theory Behavior is guided by motivating and hygiene factors

24. Self actualization needs is the highest among Maslow’s Hierarchy of Needs. His theory explains people will satisfy their basic needs before moving to the next – important need.

25. 6. Self – development and realization is an example of: Maslow’s Hierarchy of Needs Freud’s Theory Herzberg’s Theory Purchase Decision Selective Attention

26. 7. Appliance warranty is an example of: Maslow’s Hierarchy of Needs Freud’s Theory Herzberg’s Theory Purchase Decision Selective Attention

27. Motivation Freud’s Theory Behavior is guided by subconscious motivations. Maslow’s Hierarchy of Needs Behavior is driven by lowest, unmet need Herzberg’s Tow-Factor Theory Behavior is guided by motivating and hygiene factors

28. Herzberg’s Two-Factor Theory involved dissatisfiers (factors that cause dissatisfaction) and satisfiers (causes satisfaction). Without the dissatisfiers, it will not be enough to motivate satisfiers.

29. 7. Appliance warranty is an example of: Maslow’s Hierarchy of Needs Freud’s Theory Herzberg’s Theory Purchase Decision Selective Attention

30. 8. Wanting to buy a new house is part of: Problem Recognition Information Search Evaluation Purchase Decision Post purchase Decision

31. Consumer Buying Process Problem Recognition Information Search Evaluation Purchase Decision Postpurchase Behavior

32. Problem recognition starts when the buyer recognizes a problem or a need triggered by internal or external stimuli.

33. 8. Wanting to buy a new house is part of: Problem Recognition Information Search Evaluation Purchase Decision Post purchase Decision

34. 9. Packaging is an example of: Evaluation Problem Recognition Post purchase Decision Information Search Purchase Decision

35. Consumer Buying Process Problem Recognition Information Search Evaluation Purchase Decision Postpurchase Behavior

36. Information Sources is divided into four groups: Personal – family, friends, neighbors, etc. Commercial – advertising, display, packaging Public – mass media, consumer – rating organizations Experiential – handling, examining and use of the product

37. 9. Packaging is an example of: Evaluation Problem Recognition Post purchase Decision Information Search Purchase Decision

38. 10. Location is part of: Evaluation Problem Recognition Post purchase Decision Information Search Purchase Decision

39. Consumer Buying Process Problem Recognition Information Search Evaluation Purchase Decision Postpurchase Behavior

40. Evaluation of Alternatives Consumers consider different factors before making a decision or a choice. First, if it will meet their needs, the benefit they will get from the product and its attributes.

41. 10. Location is part of: Evaluation Problem Recognition Post purchase Decision Information Search Purchase Decision

42. TOP 10 Learning Questions for Chapter 6 Analyzing Consumer Markets Valderas, Cristina Krastle December 15, 2011