Consumer Behavior Ch. 14 Questions and
Answers High Grade Level 2023
reference groups - -involves one or more people used as a basis for comparison or point of
reference in forming affective and cognitive responses and performing behaviors.
-types of reference group influences - -Informational reference group influence, utilitarian
reference group influence, and value-expressive group influence.
-informational reference group influence - -transmits useful information to consumers about
themselves, other people, or aspects of the physical environment such as products, services, and
stores.
-utilitarian reference group influence - -occurs when the reference group controls important
rewards and punishments.
-value-expressive reference group influence - -can affect people's self-concepts. All three types
of reference group influence can be accomplished by a single reference group.
-roles in family decision-making - -influencers, gatekeepers, deciders, buyers, users, disposers.
-influencers - -provide information to other family members about a product or service (a child
tells parents about a new brand of breakfast cereal).
-gatekeepers - -control the flow of information into the family (a mother does not tell her
children about a new toy she saw at the store).
-deciders - -have the power to determine whether to purchase a product or service (a husband
decides to buy a new snack chip at the grocery store).
-buyers - -actually purchase the product or service (a teenager buys mil for the family at the
convenience store).
-users - -consume or use the product or service (the kids eat canned spaghetti bought by the
parents).
-disposers - -dispose of a product or discontinue use of a service (a father throws out a partially
eaten pizza; a mother stops a magazine subscription).
-types of family influence strategies - -differences in product class and their relationship to
family decision making, the structure of husband/wife roles, and the determinants of joint
decision making. Children and family decision making, conflict in family decision making.
,-children and family decision making - -children can have major or influence on budget
allocation decisions, and purchase choices. The birth of a child creates demand for a wide variety
of products most couples never would have considered purchasing previously.
-conflict in family decision making - -decision conflict arises when family members disagree
about some aspect of the purchase decision. Means-end chain model is a useful framework for
analyzing decision conflict.
-six common types of family influence strategies - -expert, legitimate, bargaining,
reward/referent, emotional, impression management.
-expert - -influence is reflected by a spouse providing specific info concerning the various
alternatives.
-legitimate - -influence deals with spouse's attempts to draw upon the others feelings of shared
values concerning their role expectations.
-bargaining - -involves attempts by one spouse to turn the joint decision into an autonomous one
in return for some favor granted to the other spouse.
-reward/referent - -influence is based on combination of the reward and referent power/influence
strategies. Based on an individual's ability to reward another by doing something that the other
would enjoy.
-emotional - -influence attempts involve displaying some emotion-laden reaction.
-impression management - -encompasses premeditated persuasive attempts to enhance one's
influence differential in a dyadic relationship.
-marketing analysis and the modern family life cycle - -modern family life cycle does not include
nonfamily households, does not capture every possible change in family status that can occur, the
family segments identified are not entirely homogenous, some stages in the family life cycle are
more important markets than others (stages that involve children). The family life cycle can help
marketers understand how important cultural trends affect family structures and consumption
behavior.
-ideas for marketing strategies to help reduce shopping time and stress - -provide information,
assist in planning, develop out-of-store selling, automate processes, improve delivery.
- Consumer Behavior - -reflects the totality of consumers' decision process in the acquisition,
consumption, and disposition of products and services. It involves the use of services, ideas, and
activities that consumer's experience in their daily life. Our behavior as a consumer reflects the
choice of the TV programs according to our preference and attends sports activity that is of our
individual life style.
, - - -The changing landscape in consumer behavior needs careful analysis as most companies in
the whole business community is shifting to the development of quality products that is
affordable to most consumers.
-- Provide customers with value laden products.
- Focus on the quality of consumer and marketing research.
- The Internet as a new marketing tool to the greater number of quality customers. - -The
following major strategies:
-Provide customers with value-laden products - -- This shifting in the consumer demands need to
be addressed with the development of lean organizational structure.
- The development of production strategies for quality products requires new marketing
strategies to satisfy the changing demand of the consuming public.
-Quality of consumer and marketing research - -Consumer quality is determined by the advent of
new technology and the information linkages of the marketing organization. Today, computer
technology and scanners and other data sources can pinpoint who the customers are and what
they wanted to buy.
-The Internet as a new marketing tool to reach the greater number of quality consumers. - -- In
the past, big marketing organizations have the resources to advertise their products through
different media organizations. The competition has shifted to smaller organizations that produce
quality products with reduced overhead expenses.
- New marketing strategies have evolved that changed the consumer behavior and their buying
habits.
-- The nature of consumer behavior
- The interactive process of consumer behavior
- The consumer exhange process - -The dynamics in understanding consumer behavior
-The nature of consumer behavior - -- The consumer behavior is dynamic as it involves the
human process of thinking, feeling, and actions.
- Marketing strategies may work in a market and fail in another set of consumers.
- The present product cycle become shorter and consumers are looking for better and new
products. These are the reasons why companies must completely innovate to create superior
value for customer satisfaction.
- People keep in touch with new information with the use of the Internet.
- Develop marketing innovation and research strategies for customer satisfaction.
- Creation of new products, new brand strategies, and marketing approach.
-The interactive process of consumer behavior - -- Environment plays a vital role on how people
think, feel, and act towards new and innovative products. Marketers in the new environment
need to understand what products appeal to new set of consumers in the new environment.
- Understand the environmental factors that influence the buying behavior.
- Knowledge base of the consuming society.
- Income grouping.
Answers High Grade Level 2023
reference groups - -involves one or more people used as a basis for comparison or point of
reference in forming affective and cognitive responses and performing behaviors.
-types of reference group influences - -Informational reference group influence, utilitarian
reference group influence, and value-expressive group influence.
-informational reference group influence - -transmits useful information to consumers about
themselves, other people, or aspects of the physical environment such as products, services, and
stores.
-utilitarian reference group influence - -occurs when the reference group controls important
rewards and punishments.
-value-expressive reference group influence - -can affect people's self-concepts. All three types
of reference group influence can be accomplished by a single reference group.
-roles in family decision-making - -influencers, gatekeepers, deciders, buyers, users, disposers.
-influencers - -provide information to other family members about a product or service (a child
tells parents about a new brand of breakfast cereal).
-gatekeepers - -control the flow of information into the family (a mother does not tell her
children about a new toy she saw at the store).
-deciders - -have the power to determine whether to purchase a product or service (a husband
decides to buy a new snack chip at the grocery store).
-buyers - -actually purchase the product or service (a teenager buys mil for the family at the
convenience store).
-users - -consume or use the product or service (the kids eat canned spaghetti bought by the
parents).
-disposers - -dispose of a product or discontinue use of a service (a father throws out a partially
eaten pizza; a mother stops a magazine subscription).
-types of family influence strategies - -differences in product class and their relationship to
family decision making, the structure of husband/wife roles, and the determinants of joint
decision making. Children and family decision making, conflict in family decision making.
,-children and family decision making - -children can have major or influence on budget
allocation decisions, and purchase choices. The birth of a child creates demand for a wide variety
of products most couples never would have considered purchasing previously.
-conflict in family decision making - -decision conflict arises when family members disagree
about some aspect of the purchase decision. Means-end chain model is a useful framework for
analyzing decision conflict.
-six common types of family influence strategies - -expert, legitimate, bargaining,
reward/referent, emotional, impression management.
-expert - -influence is reflected by a spouse providing specific info concerning the various
alternatives.
-legitimate - -influence deals with spouse's attempts to draw upon the others feelings of shared
values concerning their role expectations.
-bargaining - -involves attempts by one spouse to turn the joint decision into an autonomous one
in return for some favor granted to the other spouse.
-reward/referent - -influence is based on combination of the reward and referent power/influence
strategies. Based on an individual's ability to reward another by doing something that the other
would enjoy.
-emotional - -influence attempts involve displaying some emotion-laden reaction.
-impression management - -encompasses premeditated persuasive attempts to enhance one's
influence differential in a dyadic relationship.
-marketing analysis and the modern family life cycle - -modern family life cycle does not include
nonfamily households, does not capture every possible change in family status that can occur, the
family segments identified are not entirely homogenous, some stages in the family life cycle are
more important markets than others (stages that involve children). The family life cycle can help
marketers understand how important cultural trends affect family structures and consumption
behavior.
-ideas for marketing strategies to help reduce shopping time and stress - -provide information,
assist in planning, develop out-of-store selling, automate processes, improve delivery.
- Consumer Behavior - -reflects the totality of consumers' decision process in the acquisition,
consumption, and disposition of products and services. It involves the use of services, ideas, and
activities that consumer's experience in their daily life. Our behavior as a consumer reflects the
choice of the TV programs according to our preference and attends sports activity that is of our
individual life style.
, - - -The changing landscape in consumer behavior needs careful analysis as most companies in
the whole business community is shifting to the development of quality products that is
affordable to most consumers.
-- Provide customers with value laden products.
- Focus on the quality of consumer and marketing research.
- The Internet as a new marketing tool to the greater number of quality customers. - -The
following major strategies:
-Provide customers with value-laden products - -- This shifting in the consumer demands need to
be addressed with the development of lean organizational structure.
- The development of production strategies for quality products requires new marketing
strategies to satisfy the changing demand of the consuming public.
-Quality of consumer and marketing research - -Consumer quality is determined by the advent of
new technology and the information linkages of the marketing organization. Today, computer
technology and scanners and other data sources can pinpoint who the customers are and what
they wanted to buy.
-The Internet as a new marketing tool to reach the greater number of quality consumers. - -- In
the past, big marketing organizations have the resources to advertise their products through
different media organizations. The competition has shifted to smaller organizations that produce
quality products with reduced overhead expenses.
- New marketing strategies have evolved that changed the consumer behavior and their buying
habits.
-- The nature of consumer behavior
- The interactive process of consumer behavior
- The consumer exhange process - -The dynamics in understanding consumer behavior
-The nature of consumer behavior - -- The consumer behavior is dynamic as it involves the
human process of thinking, feeling, and actions.
- Marketing strategies may work in a market and fail in another set of consumers.
- The present product cycle become shorter and consumers are looking for better and new
products. These are the reasons why companies must completely innovate to create superior
value for customer satisfaction.
- People keep in touch with new information with the use of the Internet.
- Develop marketing innovation and research strategies for customer satisfaction.
- Creation of new products, new brand strategies, and marketing approach.
-The interactive process of consumer behavior - -- Environment plays a vital role on how people
think, feel, and act towards new and innovative products. Marketers in the new environment
need to understand what products appeal to new set of consumers in the new environment.
- Understand the environmental factors that influence the buying behavior.
- Knowledge base of the consuming society.
- Income grouping.
