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MARKETING 351 EXAM 2 CSUF LANCELLOTTI |44 QUESTIONS AND ANSWERS.
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MARKETING 351 EXAM 2 CSUF LANCELLOTTI |44 QUESTIONS AND ANSWERS.
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MARKETING 351 EXAM 2 CSUFLANCELLOTTI 44 QUESTIONS AND
ANSWERS
What factors influence consumer behavior? - answer 1. Cultural
2. Social
3. Personal
4. Psychological
Cultural Factor - answer Come from society as a whole / the culture in which we live (ex. -
United States, California, Orange County, Fullerton)
Includes Cultural, Subcultural, and Social Class influences
Social Factor - answer "Interaction influence"
Includes the three types of Reference Groups:
1. Aspirational
2. Associative
3. Dissociative
As well as opinion leaders and market mavens
Aspirational Reference Group - answer A group that you do not belong to, but you aspire to
become part of.
(ex. - JV player wants to be on Varsity; wanting to move into a management role; wanting to
look like a particular celebrity; wanting to act like your older siblings)
, Associative Reference Group - answer A group that you belong to.
(ex. - I am a student at CSUF.)
Dissociative Reference Group - answer A group you do not want to belong to.
(ex. - Teens not wanting to act like their parents)
Personal Factor - answer Influence from your life situation/experiences -- home, school, work,
friends/family (person-to-person)
(ex. - introvert or extrovert? hobbies? type A personality or type B?)
Psychological Factor - answer Influence from within our own minds; how we go through the
motions of buying decisions, etc.
______________ is the most important reference group for most people throughout life. -
answer Family
______________ may be one of the most influential types of the influence factors. - answer
Social Class
Which factors affect consumers' purchase, use, or moving away from a particular product? -
answer Acquisition, consumption, disposition behavior
Opinion Leaders - answer Have such knowledge that people tend to look to them for product
choice advice; part of the social factor of influence
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