HFT 4502 Exam 2 Line FSU With
Complete Solution
Cultural Characteristics - ANSWER Culture, Subculture, Social Class
Social Characteristics - ANSWER Reference groups, family, roles and status
Personal Characteristics - ANSWER Age and life cycle stage, occupation,
economic circumstances, lifestyle, personality and self-concept
Psychological Characteristics - ANSWER Motivation, perception, learning,
beliefs, and attitudes
Culture - ANSWER The basic values, perceptions, wants, and behavior that a
person learns from society
#4 - ANSWER Death
Social Class - ANSWER Ordered social divisions whose members share similar
values, interests, etc. (7 Social classes in U.S.)
Subcultures - ANSWER Groups of people with shared value systems based on
common life experiences and situations
Reference Groups - ANSWER Direct or indirect points of comparison in the
forming of one's attitudes and behavior
Types of Reference Groups - ANSWER 1. Membership Groups
2. Aspirational Groups
Membership Groups - ANSWER 1. Primary Groups
, 2. Secondary Groups
Primary Groups - ANSWER Regular, informal interaction
Secondary Groups - ANSWER Formal less-regular interactons
Reference Groups - ANSWER Influence self concept, increase conformity,
expose to new behaviors
Aspirational Groups - ANSWER Groups to which individuals wish to belong
Personal Factors - ANSWER Age and life cycle stage > Occupation >
Economic Situation > Lifestyle > Personality > Self-concept
The Buyer Decision Process - ANSWER Need recognition > info search >
evaluation of alternatives > purchase decision > postpurchase behavior
Postpurchase - ANSWER Cognitive dissonance, creating relationships,
performance/value exceed expectations
Cognitive Dissonance - ANSWER Buyer's Remorse
Market - ANSWER The set of all actual and potential buyers, can't be
everything to everyone (moving away fro mass marketing)
Target Marketing Steps - ANSWER 1. Segmentation
Complete Solution
Cultural Characteristics - ANSWER Culture, Subculture, Social Class
Social Characteristics - ANSWER Reference groups, family, roles and status
Personal Characteristics - ANSWER Age and life cycle stage, occupation,
economic circumstances, lifestyle, personality and self-concept
Psychological Characteristics - ANSWER Motivation, perception, learning,
beliefs, and attitudes
Culture - ANSWER The basic values, perceptions, wants, and behavior that a
person learns from society
#4 - ANSWER Death
Social Class - ANSWER Ordered social divisions whose members share similar
values, interests, etc. (7 Social classes in U.S.)
Subcultures - ANSWER Groups of people with shared value systems based on
common life experiences and situations
Reference Groups - ANSWER Direct or indirect points of comparison in the
forming of one's attitudes and behavior
Types of Reference Groups - ANSWER 1. Membership Groups
2. Aspirational Groups
Membership Groups - ANSWER 1. Primary Groups
, 2. Secondary Groups
Primary Groups - ANSWER Regular, informal interaction
Secondary Groups - ANSWER Formal less-regular interactons
Reference Groups - ANSWER Influence self concept, increase conformity,
expose to new behaviors
Aspirational Groups - ANSWER Groups to which individuals wish to belong
Personal Factors - ANSWER Age and life cycle stage > Occupation >
Economic Situation > Lifestyle > Personality > Self-concept
The Buyer Decision Process - ANSWER Need recognition > info search >
evaluation of alternatives > purchase decision > postpurchase behavior
Postpurchase - ANSWER Cognitive dissonance, creating relationships,
performance/value exceed expectations
Cognitive Dissonance - ANSWER Buyer's Remorse
Market - ANSWER The set of all actual and potential buyers, can't be
everything to everyone (moving away fro mass marketing)
Target Marketing Steps - ANSWER 1. Segmentation
