TIM 304 EXAM 2 STUDY GUIDE
Factors affecting consumer behavior - Answers - Cultural, social, personal,
psychological
Cultural factors - Answers - Broadest and deepest influence on consumer behavior
Subculture - Answers - Smaller groups consisting of each culture
Three important subcultures - Answers - Hispanics, African, Asian
Hispanics - Answers - Family oriented, powerful purchasing, 50 million in US
African - Answers - Price and quantity conscious, enjoy shopping, care about brands
Asian - Answers - Second fastest growing, tech savvy, brand conscious
Social class - Answers - Relatively permanent and ordered divisions in a society;
identify by: occupation, source of income, education, wealth
What are the two social groups - Answers - Membership group and reference group
Membership group - Answers - Social groups to which an individual belongs in which
will influence the individual
Primary and secondary
Reference group - Answers - Direct or indirect points of comparison for reference;
influence the person's attitude and self-concept;
Aspirational groups: groups to which a person does not belong but would like to
Age and lifecycle - Answers - Change in consumers preferences and buying behavior
during their lifetime
Single and unmarried - Answers - Few financial burden
Married with no children - Answers - High discretionary income
Married with children - Answers - Reduced discretionary income
Married with launching children - Answers - Increasing discretionary income
Economic situation - Answers - Economic recession: cut back; economic prosperity:
increase
, Life style - Answers - A person's pattern of living as expressed in his or hers activities,
interests, opinions
Prizm - Answers - Lifestyle classification based on Geo demographic system
Values and lifestyles - Answers - Lifestyle classification based on a psychographic
measurement
Psychological factors - Answers - Maslow's hierachy needs, herzberg theories.
Perception
Maslow's hierarchy needs - Answers - Self actualization, self-esteem, love and
belonging, safety and security, psychological needs
Self actualization - Answers - Morality, creativity, spontaneity, acceptance, experience
purpose, meaning, inner potential
Self-esteem - Answers - Confidence, achievement, respect of others, the need to be
unique and individual
Love and belonging - Answers - Friendship, family, intimacy, sense of connection
Safety and security - Answers - Health, employment, property, family, social stability
Psychological needs - Answers - Breathing, food, water, shelter, clothing, sleep
Herzberg theories - Answers - Dissatisfiers and satisfiers
Dissatisfiers - Answers - aka hygiene; factors that cause a dissatisfaction, absence of
this dissatisfiers will not sell product
Satisfiers - Answers - Aka motivators; factors that can cause satisfaction
Perception - Answers - Process by which an individual selects, organizes, and interprets
information from the outside world; selective attention, selective distortion, selective
retention
Selective attention - Answers - People focus on a few details
Selective distortion - Answers - Tendency to Twyst information into personal meaning
and interpret information in a way that will fit our perception
Selective retention - Answers - Remembering the good aspects of something you like
and forgetting the bad aspects of something you like
Factors affecting consumer behavior - Answers - Cultural, social, personal,
psychological
Cultural factors - Answers - Broadest and deepest influence on consumer behavior
Subculture - Answers - Smaller groups consisting of each culture
Three important subcultures - Answers - Hispanics, African, Asian
Hispanics - Answers - Family oriented, powerful purchasing, 50 million in US
African - Answers - Price and quantity conscious, enjoy shopping, care about brands
Asian - Answers - Second fastest growing, tech savvy, brand conscious
Social class - Answers - Relatively permanent and ordered divisions in a society;
identify by: occupation, source of income, education, wealth
What are the two social groups - Answers - Membership group and reference group
Membership group - Answers - Social groups to which an individual belongs in which
will influence the individual
Primary and secondary
Reference group - Answers - Direct or indirect points of comparison for reference;
influence the person's attitude and self-concept;
Aspirational groups: groups to which a person does not belong but would like to
Age and lifecycle - Answers - Change in consumers preferences and buying behavior
during their lifetime
Single and unmarried - Answers - Few financial burden
Married with no children - Answers - High discretionary income
Married with children - Answers - Reduced discretionary income
Married with launching children - Answers - Increasing discretionary income
Economic situation - Answers - Economic recession: cut back; economic prosperity:
increase
, Life style - Answers - A person's pattern of living as expressed in his or hers activities,
interests, opinions
Prizm - Answers - Lifestyle classification based on Geo demographic system
Values and lifestyles - Answers - Lifestyle classification based on a psychographic
measurement
Psychological factors - Answers - Maslow's hierachy needs, herzberg theories.
Perception
Maslow's hierarchy needs - Answers - Self actualization, self-esteem, love and
belonging, safety and security, psychological needs
Self actualization - Answers - Morality, creativity, spontaneity, acceptance, experience
purpose, meaning, inner potential
Self-esteem - Answers - Confidence, achievement, respect of others, the need to be
unique and individual
Love and belonging - Answers - Friendship, family, intimacy, sense of connection
Safety and security - Answers - Health, employment, property, family, social stability
Psychological needs - Answers - Breathing, food, water, shelter, clothing, sleep
Herzberg theories - Answers - Dissatisfiers and satisfiers
Dissatisfiers - Answers - aka hygiene; factors that cause a dissatisfaction, absence of
this dissatisfiers will not sell product
Satisfiers - Answers - Aka motivators; factors that can cause satisfaction
Perception - Answers - Process by which an individual selects, organizes, and interprets
information from the outside world; selective attention, selective distortion, selective
retention
Selective attention - Answers - People focus on a few details
Selective distortion - Answers - Tendency to Twyst information into personal meaning
and interpret information in a way that will fit our perception
Selective retention - Answers - Remembering the good aspects of something you like
and forgetting the bad aspects of something you like
