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33 Cards in this Set
- Front
- Back
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consumer behavior
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actions a person takes in purchasing and using products and services, including mental and social processes that come before and after these actions
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purchase decision process
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1. problem recognition
2. info search 3. alternative evaluation 4. purchase decision 5. postpurchase behavior |
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evaluative criteria
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objective attributes of a brand and subjective ones u use to compare different products and brands
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consideration set
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group of brands taht a consumer would consider acceptable from among all the brands in the product class of which he/she is aware
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cognitive dissonance
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postpurchase psychological tension/anxiety
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involvement
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personal, social, and economic sig. of the purschase to the consumer
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5 situational influences
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impact on your purchase decision process:
1. purchase task 2. social surroundings 3. physical surroundings 4. temporal effects 5. antecedent states |
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motivation
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energizing force that stimulates behavior to satisfy a need
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physiological needs
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food, water, shelter
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safety needs
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self preservation and physical wellbeing
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social needs
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love and friendship
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personal needs
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need for acheivement, status, prestige, and self respect
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self actualization
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personal fulfillment
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personality
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person's consistent behaviors/responses to recurring situations
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self-concept
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way pple see themselves/way they think others see them
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perception
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process by which an individual selects, organizes, and interprets info to create a meaningful picture of the world
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subliminal perception
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see/hear mssges w/o being aware of them
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perceived risk
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anxieties felf b/c the consumer cannot anticipate the outcomes of a purchase but believes that there may be neg consequences
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learning
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behaviors that result from repeated experience and reasoning
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brand loyalty
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favorable attitude twd and consistent purchase of a single brand over time
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attitude
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learned predisposition to respond to an object/class of objects in a consistently un/favorable way
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beliefs
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consumer's subjective perceptionof how a product/brand performs on diff attributes
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changing attitude:
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1. change beliefs about the extent to which a brand has certain attributes
2. changing perceived importance of attributes 3. adding new attributes to the product |
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lifestyle
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mode of living that is id by how pple spend their timea nd resources, what they consider impt in their environment, and what they think of themselves and the world around them
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psychographics
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analysis of consumer lifestyles
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VALS systems
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ids 8 consoumer segments based upon:
-primary motivation for buying and having certain products and services and -their resources consumers are inspired by: ideals, achievement, and self-expression |
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opinion leaders
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individuals who exert in/direct social influence over others
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word of mouth
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influencing of people during conversations
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reference groups
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people to whom an individual looks as a basis for self appraisal or as a source of personal standards
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consumer socialization
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process by which people acquire the skills, knowledge, and attitudes necesary to function as consumers
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family life cycle
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distinct phases that a family progresses through from formation to retiremnt, each phase has identifiable purchase behaviors
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social class
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relatively permanent, homogenous divisions in a society into which people sharing similar values, interests, and behavior can be grouped. Det by occupation, source of income, and education
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subcultures
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supgroups within the larger, or national culture w/unique values, ideas and attitudes
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