Flashcards on Consumer and Organizational Buying Behavior
Consumer & Organizational Buying Behavior: A Student's Guide
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UNIT 3 Buying behavior
57 cards
Card 1
Question: What is the definition of 'buying behavior' in marketing terms?
Answer: The set of activities carried out by a person or organization from recognizing a need until making the purchase and using the product.
Card 2
Question: What are the two main market distinctions in buying behavior?
Answer: End consumer (consumer markets, B2C) and organizations (industrial markets, B2B).
Card 3
Question: List key features of consumer behavior mentioned in the content.
Answer: Complex; changes with product life cycle; varies by product (high- vs low-involvement); threshold and delayed effect; cognitive dissonance; decision p
Card 4
Question: What characterizes high-involvement purchases vs low-involvement purchases?
Answer: High-involvement: significant differences among brands and complex purchasing behavior. Low-involvement: few differences among brands and usual/easy p
Card 5
Question: Name the four types of low/high-involvement purchasing behaviors shown.
Answer: Complex purchasing behavior, dissonance-reducing purchasing behavior, variety-seeking shopping behavior, and usual purchasing behavior.
Card 6
Question: What are the roles that people can have in a purchasing decision?
Answer: Initiator, Informer, Influencer, Decider, Buyer, User.
Card 7
Question: Which marketing elements are included in the marketing mix as listed?
Answer: Product, Price, Place, Promotion.
Card 8
Question: What internal variables influence consumer purchasing behavior?
Answer: Motivation, Perception, Experience, Personal characteristics, Attitudes.
Card 9
Question: What external variables influence consumer purchasing behavior?
Answer: Environment (economic, political, legal, cultural), Social class, Social groups, Family, Personal influences, Situations.
Card 10
Question: Outline the main phases of the purchase decision process.
Answer: Problem recognition, Information search, Evaluation of alternatives, Decision (buy or not), Post-purchase sensations.