Busm 340 Marketing Ch. 5

Front 1

Consumer Market

Back 1

refers to all of the personal consumption of final consumers

Front 2

Consumer Buyer Behavior

Back 2

refers to the buying behavior of final consumers—individuals and households who buy goods and services for personal consumption

Front 3

Model of Consumer Behavior

Back 3

1. Marketing/other Stimuli
4 Ps, Economic, Technological, Political, Cultural
2. Buyer's Black Box
Buyer Characteristics and Buyer Decisions
3. Buyer Responses
Product, brand, dealer, purchase timing, purchase amoutn

Front 4

4 Factors that Influence Consumer Behavior

Back 4

1. Psychological - motivation, perception, learning, beliefs and attitudes
2. Personal - age, occupation, economic situation, lifestyle, personality/self-concept
3. Social - Reference groups,
family, roles/status
4. Cultural - subculture, social class

Front 5

5 Stages in Buyer Decision Process

Back 5

1. Need Recognition
2. Information Search
3. Evaluation of alternatives
4. Purchase Decision
5. Post-purchase behavior

Front 6

Maslow's Hierarchy of Needs

Back 6

1. Physiological (hunger,thirst)
2. Safety (security, protection)
3. Social (sense of belonging, love)
4. Esteem (self-esteem, recognition, status)
5. Self-actualization (self-development, realization)

Front 7

Adoption Process Definition

Back 7

mental process individual goes through from first learning about innovation to final regular use

Front 8

5 Stages in Adoption Process

Back 8

1. Awareness
2. Interest
3. Evaluation
4. Trial
5. Adoption

Front 9

Opinion Leader

Back 9

person in reference group who, because of special skills, knowledge, personality, socially influences others

Front 10

Personality

Back 10

characteristics that lead to consistent and lasting responses to one's environment

Front 11

Variety-seeking Buying Behavior

Back 11

low consumer involvement but significant perceived brand differences

Front 12

Complex Buying Behavior

Back 12

highly motivated and perceive significant brand differences
(expensive, risky, infrequent, self-expressive)

Front 13

Dissonance-reducing Buying Behavior

Back 13

highly involved with an expensive, infrequent, or risky purchase, but see little difference among brands

Front 14

Habitual Buying Behavior

Back 14

low involvement and there is little significant brand difference