Coperate Management English 2

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1. Consumer purchases are influenced strongly by cultural, social, personal, and . . . characteristics.
2. Cultural factors exert a broad and deep influence on consumer behavior. T
he marketer needs to understand the role played by the buyer s culture, subculture, and
3. The most basic cause of a person s wants and behavior is . . .
         
4. Each culture contains smaller . . . or groups of people with shared value systems based on common life experiences and situations. They include nationalities, religions, racial groups, and geographic regions.
5. Society s relatively permanent and ordered divisions whose members share similar values, interests, and behaviorsare called . . .
6. Groups that have a direct influence and to which a person belongs are called . . .
         
7. People often are influenced by . . . groups to which they do not belong.
8. People within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others are called . . .
9. Marketers try to identify opinion leaders for their . . .
         
10. The . . . is the most important consumer buying organization in society.
11. A person belongs to many groups - family, clubs, organizations. The person s position in each group can be defined in terms of both . . .
12. A buyer s decisions also are influenced by . . . characteristics such as the buyer s age and life-cycle stage, occupation, economic situation, lifestyle, and personality and self-concept.
         
13. A person s pattern of living is called . . .
14. Each person s distinct . . . influences his or her buying behavior. - . . refers to the unique psychological characteristics that lead to relatively consistent and lasting responses to one s own environment.
15. A . . . refers to the unique psychological characteristics that lead to relatively consistent and lasting responses to one s own environment.
         
16. The idea is that . . . also have personalities, and that consumers are likely to choose brands whose personalities match their own.
17. A person s buying choices are further influenced by four major psychological factors: motivation; . . . learning; and beliefs & attitudes.
18. A motive (or drive) is a . . . that is sufficiently pressing to direct the person to seek satisfaction.
         
19. What is on the top of Maslow s hierarchy of needs?
21. The process by which people select, organize, and interpret information to form a meaningful picture of the world is called:
22. Changes in an individual s behavior arising from experience are called
         
23. A belief is a descriptive . . . that a person has about something
24. A person s relatively consistent evaluations, feelings, and tendencies toward an object or idea are called:
25. The buyer decision process consists of five stages:
         
26. The need can be triggered by:
27. If the consumer s drive is strong and a satisfying product is near at hand, the consumer is likely to buy it then. If not, the consumer may store the need in memory or undertake an . . . related to the need.
28. The consumer can obtain information from any of several sources. These include:
         
29. . . is the only promotion method that is of consumers, by consumers, and for consumers
30. How the consumer processes information to arrive at brand choices is called: . . .
31. Generally, the consumer s purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision:
         
32. After the purchase, consumers are satisfied with the benefits of the chosen brand and are glad to avoid the drawbacks of the brands not bought. This is called:
33. It usually costs . . . to attract new customers than to retain current ones.
34. A new product is a good, service, or idea that is perceived by . . . as new.
         
35. We define the . . . process as "the mental process through which an individual passes from first learning about an innovation to final adoption," and . . . as the decision by an individual to become a regular user of the product.
36. Consumers go through five stages in the process of adopting a new product. These are in the right order:
37. . . are venturesome - they try new ideas at some risk.
         
38. . . are guided by respect - they are opinion leaders in their communities and adopt new ideas early but carefully.
39. The . . . are deliberate - although they rarely are leaders, they adopt new ideas before the average person.
40. The . . . are skeptical - they adopt an innovation only after a majority of people have tried it.
         
41. . . are tradition bound - they are suspicious of changes and adopt the innovation only when it has become something of a tradition itself.

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