Exam 4: Understanding Consumer Behavior

In behavioral learning, a ________ is the reward that is given to a consumer.

Consumer behavior includes the actions a person takes in purchasing services and using products and services, including

A reference group that a person wishes to maintain distance from because of differences in values or behaviors is referred to as ________ group.

VALS groups of consumers motivated by ________ are those who are guided by knowledge and principle.

An opinion leader is an individual

The group of brands a consumer would consider acceptable from among all the brands in the product class of which he or she is aware is referred to as the

The ________ is influenced by situational, psychological, sociocultural, and marketing mix influences.

Compliance and aggression are ________ that have implications for a consumer's purchasing behavior.

Figure 4-5 -In Figure 4-5, C represents the ________ influences that can affect the consumer purchase decision process.

The set of values, ideas, and attitudes that are learned and shared among the members of a group is referred to as

A learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way is referred to as

Those behaviors that result from repeated experience and reasoning are referred to as

A consideration set refers to

Louie is selecting a bottle of wine and passes up his usual choice for a more expensive one because he plans to bring it to a dinner party that evening. This is an example of which situational influence?

In the VALS framework, consumers motivated by achievement look for products and services that demonstrate success to their peers or to a peer group they aspire to. One segment of the two achievement-motivated groups, known as ________, have high resources and a me-first, my family-first attitude. They are anchors of the status quo.

An ad for Brink's Home Security shows a woman using her treadmill, unaware that would-be robbers are just outside. They break down the front door, are startled by a loud alarm, and then run away. The woman answers an immediate call from the security company, and a representative reassures her that help is on the way. The ad is intended to appeal to which level of Maslow's hierarchy of needs?

A major shift in the needs of consumers using Coppertone products for their skin has been from ________ to ________.

A person's ability to perceive differences in stimuli is referred to as

About what percentage of adults is considered to be opinion leaders?

Between classes, many college students stop at conveniently located vending machines for their favorite snacks and drinks. Their choices are generally made quickly and with little or no effort to consider alternative product offerings. These college students are most likely involved in ________ problem-solving purchase situations.