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Test Bank for Chapter 1: buying, having, & being (Exam 1) 8th Canadian Edition by Solomon
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Test Bank for Chapter 1: buying, having,& being (Exam 1) 8th Canadian Edition
by Solomon
Buyer behavior - ANSwhat merely happens at the *moment* the consumer *hands over* money
or credit card & *receives* good or service
name for consumer behavior in its early development stages(1960/70s)
*interaction* between consumers & producers at the *time of purchase*
Consumer behavior - ANSStudy of the *processes* involved when individuals or groups select,
purchase, use, or dispose of products, services, ideas, or experiences to *satisfy needs &
desires*
Which type of Behavior is an "ongoing process"? - ANSConsumer behavior
Why did Consumer Behavior become a separate discipline from Marketing? - ANSConsumers
didn't always act/react as marketing theory suggested--they rejected mass-marketed products
*Consumers want differentiated products that reflect their own special needs, personalities, &
life style*
Exchange - ANSTransaction where 2 or more organizations/people *give & receive* something
of *value*
Integral part of marketing
Expanded view of Consumer Behavior - ANSIncludes issues that influence consumer before,
during, & after a purchase
emphasizes ENTIRE consumption process
Prepurchase Issues (CB perspective)
consumption process - ANSHow does a consumer decide that he/she needs a product?
What are the best sources of info to learn more about alternative choices?
Prepurchase Issues (Marketer perspective)
, consumption process - ANSHow are consumer attitudes toward products formed and/or
changed?
What cues do consumers use to infer which products are superior to others?
Purchase Issues (CB perspective)
consumption process - ANSIs acquiring a product a stressful or pleasant experience?
What does the purchase say about the consumer?
Purchase Issues (Marketers perspect)
consumption process - ANSHow do situational factors (time pressure/store displays) affect the
consumer's purchase decision?
Postpurchase Issues (CB perspective)
consumption process - ANSDoes product provide pleasure or perform intended function?
How is product eventually disposed of, & what are the environmental consequences of this act?
Postpurchase Issues (Marketers prsptv)
consumption process - ANSWhat determines whether consumer will be satisfied w/ product &
whether they'll buy it again?
Does consumer tell others about product experiences & influence their purchase decision?
Consumer - ANSIdentifies a *need/desire*, makes a *purchase*, & then *disposes* of the
product *during* 3 stages in consumption process
*may be organizations or groups
Influencer - ANSSeparate person who provides recommendations for/against products
WITHOUT actually buying/using them
*purchaser & user of product might not be same person*
Marketers have to understand: - ANS*the wants & needs of different consumer segments*
Knowing Consumer Behavior=good business
Consumer Response - ANSUltimate test of whether a marketing strategy will succeed
Data about Consumers help organizations to: - ANSDefine the market
Identify threats & opportunities for a brand
Help ensure a product continues to appeal to its core market
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