MBA 706 Exam 2 Darrat
consumer behavior - answer The study of how individuals, groups, and organizations
select, buy, use, and dispose of goods, services, ideas, or experiences to satisfy their
needs and wants
Marketing tactics - answer product
service
brand
price
incentives
communication
distribution
market context - answer economic
technological
legal
political
sociocultural
physical
consumer characteristics - answercultural, social, personal
consumer psychology - answermotivation, perception, emotions, memory
buying decision process - answerproblem recognition, information search, alternative
evaluation, purchase decision, post purchase behavior
purchase decision - answerproduct choice
brand choice
store choice
purchase quantity
purchase timing
payment method
cultural factors - answerculture, subculture (nationality, religion, racial group, geographic
region), social class
social factors - answerreference groups, family, social roles
What are reference groups? - answerAll groups that have a direct (face-to-face) or
indirect influence on attitudes or behavior.
, How do marketers use reference groups? - answerMarketers try to reach and influence
the opinions of group opinion leaders.
primary group - answergroups that a person interacts with fairly continuously and
informally
ex.) family, friends, neighbors, coworkers
secondary groups - answermore formal and less continuous interaction (religious,
professional, and trade union groups)
aspirational groups - answergroups a person hopes to join
dissociative groups - answerthose whose values or behavior an individual rejects
opinion leaders - answerperson who offers informal advice or information about a
specific product or product category
What is the family of orientation? - answerThe family in which a person is raised,
including parents and siblings.
What does the family of orientation influence? - answerA person's orientation towards
religion, politics, and economics.
What sense does the family of orientation help develop? - answerA sense of personal
ambition, self-worth, and love.
What is the family of procreation? - answerA family unit consisting of a spouse and
children.
Who usually has the main influence on buying behavior in a family of procreation? -
answerThe wife, although trends are changing.
What is changing in the roles of purchasing agents in families of procreation? -
answerBoth male and female are increasingly seen as purchasing agents.
personal factors - answerage and life-cycle stage, occupation, economic situation,
lifestyle, values, personality, and self-concept
what do marketers do with occupational information - answerMarketers try to identify the
occupational groups that have above-average interest in their products and services
and even tailor products for certain occupational groups
personality - answerset of distinguishing human psychological traits that lead to
relatively consistent and
consumer behavior - answer The study of how individuals, groups, and organizations
select, buy, use, and dispose of goods, services, ideas, or experiences to satisfy their
needs and wants
Marketing tactics - answer product
service
brand
price
incentives
communication
distribution
market context - answer economic
technological
legal
political
sociocultural
physical
consumer characteristics - answercultural, social, personal
consumer psychology - answermotivation, perception, emotions, memory
buying decision process - answerproblem recognition, information search, alternative
evaluation, purchase decision, post purchase behavior
purchase decision - answerproduct choice
brand choice
store choice
purchase quantity
purchase timing
payment method
cultural factors - answerculture, subculture (nationality, religion, racial group, geographic
region), social class
social factors - answerreference groups, family, social roles
What are reference groups? - answerAll groups that have a direct (face-to-face) or
indirect influence on attitudes or behavior.
, How do marketers use reference groups? - answerMarketers try to reach and influence
the opinions of group opinion leaders.
primary group - answergroups that a person interacts with fairly continuously and
informally
ex.) family, friends, neighbors, coworkers
secondary groups - answermore formal and less continuous interaction (religious,
professional, and trade union groups)
aspirational groups - answergroups a person hopes to join
dissociative groups - answerthose whose values or behavior an individual rejects
opinion leaders - answerperson who offers informal advice or information about a
specific product or product category
What is the family of orientation? - answerThe family in which a person is raised,
including parents and siblings.
What does the family of orientation influence? - answerA person's orientation towards
religion, politics, and economics.
What sense does the family of orientation help develop? - answerA sense of personal
ambition, self-worth, and love.
What is the family of procreation? - answerA family unit consisting of a spouse and
children.
Who usually has the main influence on buying behavior in a family of procreation? -
answerThe wife, although trends are changing.
What is changing in the roles of purchasing agents in families of procreation? -
answerBoth male and female are increasingly seen as purchasing agents.
personal factors - answerage and life-cycle stage, occupation, economic situation,
lifestyle, values, personality, and self-concept
what do marketers do with occupational information - answerMarketers try to identify the
occupational groups that have above-average interest in their products and services
and even tailor products for certain occupational groups
personality - answerset of distinguishing human psychological traits that lead to
relatively consistent and
