BUAD 332 Moon Exam 2 Questions
and Answers
consumer buying behavior - ANS-the buying behavior of people who buy goods and
services for personal use. these people create the consumer market
How do consumers respond to various marketing efforts the company might use? -
ANS-central question for marketers
Simple Model of Consumer Buying Behavior (3 categories) - ANS-1. Marketing and
other stimuli
2. Buyer's black box
3. Buyer's response
Simple Model of Consumer Buying Behavior (marketing & other stimuli) - ANS-Market-
product, place, price, promotion
Other- economic, technological, social, cultural
Simple Model of Consumer Buying Behavior
(buyer's black box) - ANS-buyer's characteristics and decision process
Simple Model of Consumer Buying Behavior
(buyer's response) - ANS-buying attitude and preferences, purchase behavior: what the
buyers buy when/where/how much, brand and company relationship behavior
culture - ANS-MOST BASIC CAUSE OF A PERSON'S WANTS AND BEHAVIOR
learned from family, church, school, peers, colleagues, etc.
includes values, perceptions, wants and behaviors
subculture - ANS-groups of people with shared value systems based on common life
experiences
ex. Hispanic, African American, LGBT
social class - ANS-society's relatively permanent and ordered divisions whose members
share similar values, interests, behaviors. this is measured by a combination of
occupation, income, education, wealth
social factors - ANS-groups, family, roles and status
social factors (family) - ANS-most important consumer buying organization
, social factors (groups) - ANS-reference (opinion leaders)
social factors (roles & status) - ANS-esteem given to role by society. role= expected
activities
post purchase - ANS-when does cognitive dissonance occur?
business buyer behavior - ANS-which buyer behavior is more complex?
personal factors (3) - ANS-1. age and life cycle changes
2. occupation
3. economic situation
buyer's black box (characteristics and decision process)
ex. Buy ology video-sale signs create a lot of activity in emotional part of brain, what
brain responses are going on when people are exposed to different types of things
when shopping - ANS-what do marketers want to understand about buyer's response?
buyer decision process (5 stages) - ANS-1. need recognition
2. information search
3. evaluation of alternatives
4. purchase decision
5. post-purchase behavior
need recognition - ANS-when the buyer becomes aware of a difference between a
desired state and an actual condition in which the individual may be unaware of the
problem or need.
sales personnel, advertising, packaging - ANS-marketers may use this to trigger
recognition of needs or problems
information search - ANS-begins after the consumer becomes aware of the problem or
need
sources of information - ANS-personal, commercial, public, experimental
personal source of information - ANS-most effective source. family, friends neighbors.
effect of social media
commercial source of information - ANS-advertising, salespeople. receives the most
information from this source
public source of information - ANS-mass media. consumer rating groups
example: united airlines, dave carroll music-public source of information
and Answers
consumer buying behavior - ANS-the buying behavior of people who buy goods and
services for personal use. these people create the consumer market
How do consumers respond to various marketing efforts the company might use? -
ANS-central question for marketers
Simple Model of Consumer Buying Behavior (3 categories) - ANS-1. Marketing and
other stimuli
2. Buyer's black box
3. Buyer's response
Simple Model of Consumer Buying Behavior (marketing & other stimuli) - ANS-Market-
product, place, price, promotion
Other- economic, technological, social, cultural
Simple Model of Consumer Buying Behavior
(buyer's black box) - ANS-buyer's characteristics and decision process
Simple Model of Consumer Buying Behavior
(buyer's response) - ANS-buying attitude and preferences, purchase behavior: what the
buyers buy when/where/how much, brand and company relationship behavior
culture - ANS-MOST BASIC CAUSE OF A PERSON'S WANTS AND BEHAVIOR
learned from family, church, school, peers, colleagues, etc.
includes values, perceptions, wants and behaviors
subculture - ANS-groups of people with shared value systems based on common life
experiences
ex. Hispanic, African American, LGBT
social class - ANS-society's relatively permanent and ordered divisions whose members
share similar values, interests, behaviors. this is measured by a combination of
occupation, income, education, wealth
social factors - ANS-groups, family, roles and status
social factors (family) - ANS-most important consumer buying organization
, social factors (groups) - ANS-reference (opinion leaders)
social factors (roles & status) - ANS-esteem given to role by society. role= expected
activities
post purchase - ANS-when does cognitive dissonance occur?
business buyer behavior - ANS-which buyer behavior is more complex?
personal factors (3) - ANS-1. age and life cycle changes
2. occupation
3. economic situation
buyer's black box (characteristics and decision process)
ex. Buy ology video-sale signs create a lot of activity in emotional part of brain, what
brain responses are going on when people are exposed to different types of things
when shopping - ANS-what do marketers want to understand about buyer's response?
buyer decision process (5 stages) - ANS-1. need recognition
2. information search
3. evaluation of alternatives
4. purchase decision
5. post-purchase behavior
need recognition - ANS-when the buyer becomes aware of a difference between a
desired state and an actual condition in which the individual may be unaware of the
problem or need.
sales personnel, advertising, packaging - ANS-marketers may use this to trigger
recognition of needs or problems
information search - ANS-begins after the consumer becomes aware of the problem or
need
sources of information - ANS-personal, commercial, public, experimental
personal source of information - ANS-most effective source. family, friends neighbors.
effect of social media
commercial source of information - ANS-advertising, salespeople. receives the most
information from this source
public source of information - ANS-mass media. consumer rating groups
example: united airlines, dave carroll music-public source of information
