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33 Cards in this Set

  • Front
  • Back
consumer behavior
actions a person takes in purchasing and using products and services, including mental and social processes that come before and after these actions
purchase decision process
1. problem recognition
2. info search
3. alternative evaluation
4. purchase decision
5. postpurchase behavior
evaluative criteria
objective attributes of a brand and subjective ones u use to compare different products and brands
consideration set
group of brands taht a consumer would consider acceptable from among all the brands in the product class of which he/she is aware
cognitive dissonance
postpurchase psychological tension/anxiety
personal, social, and economic sig. of the purschase to the consumer
5 situational influences
impact on your purchase decision process:
1. purchase task
2. social surroundings
3. physical surroundings
4. temporal effects
5. antecedent states
energizing force that stimulates behavior to satisfy a need
physiological needs
food, water, shelter
safety needs
self preservation and physical wellbeing
social needs
love and friendship
personal needs
need for acheivement, status, prestige, and self respect
self actualization
personal fulfillment
person's consistent behaviors/responses to recurring situations
way pple see themselves/way they think others see them
process by which an individual selects, organizes, and interprets info to create a meaningful picture of the world
subliminal perception
see/hear mssges w/o being aware of them
perceived risk
anxieties felf b/c the consumer cannot anticipate the outcomes of a purchase but believes that there may be neg consequences
behaviors that result from repeated experience and reasoning
brand loyalty
favorable attitude twd and consistent purchase of a single brand over time
learned predisposition to respond to an object/class of objects in a consistently un/favorable way
consumer's subjective perceptionof how a product/brand performs on diff attributes
changing attitude:
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
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
analysis of consumer lifestyles
VALS systems
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
opinion leaders
individuals who exert in/direct social influence over others
word of mouth
influencing of people during conversations
reference groups
people to whom an individual looks as a basis for self appraisal or as a source of personal standards
consumer socialization
process by which people acquire the skills, knowledge, and attitudes necesary to function as consumers
family life cycle
distinct phases that a family progresses through from formation to retiremnt, each phase has identifiable purchase behaviors
social class
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
supgroups within the larger, or national culture w/unique values, ideas and attitudes