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31 Cards in this Set
- Front
- Back
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Purchase Decision Process |
The stages a buyer passes through in making choices about which products or services to buy |
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Stages of Purchase Decision Process |
1-Probelm Recognition 2- Information Search 3- Alternative Evaluation 4- Purchase Decision 5- Postpurchase Behavior |
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Involvement |
The personal, social, and economic significances of a purchase to the consumer. |
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Situational Influence |
1-Purchase task 2-social surroundings 3-physical surroundings 4-temporal effects 5-antecedent states |
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Motivation |
The energizing force that stimulates behavior to satisfy a need |
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Personality |
a Person's consistent behaviors or responses to recurring situations |
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Perception |
The process by which a person selects, organizes, and interprets information to create a meaningful picture of the world. |
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Perceived Risks |
The anxiety felt when a consumer cannot anticipate possible negative outcomes of a purchase |
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Learning |
Behaviors that result from repeated experience and reasoning |
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Behavioral Learning |
the process of developing automatic responses to a situation built up through repeated exposure to it |
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Drive |
A need that moves an individual to action |
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Cue |
A stimulus or symbol perceived by consumers |
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Response |
The action taken by a consumer to satisfy the drive |
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REinforcement |
the reward |
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Cognitive Learning |
Learning through thinking, reasoning, and mental problem solving without direct experience |
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Brand Loyalty |
A favorable attitude toward and consistent purchase or a single brand over time |
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Attitude |
A tendency to respond to something in a consistently favorable or unfavorable way |
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Beliefs |
A consumer's perception of how a product or brand performs |
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Lifestyle |
A mode of living that is identified by how people spend their time and resources |
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Vals Classification System |
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Opinion Leaders |
Individuals who have social influence over others |
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Word of Mouth |
People influencing each other in personal conversations |
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Reference Groups |
People to whom an individual looks as a basis for self-appraisal or as a source of personal standards |
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Membership Group |
one to which a person actually belongs, including fraternities and sororities, social clubs, and the family |
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Aspirational Group |
one that a person wishes to be a member of or wishes to be identified with, such as a professional society |
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Dissociative Group |
one that a person wishes to maintain a distance from because of difference in values or behaviors |
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Family Life Cycle |
A family's progression from formation to retirement, each phase bringing with it distinct purchasing behaviors |
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Subcultures |
subgroups within the larger, or national, culture with unique values, ideas, and attitudes |
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Hispanics |
Largest racial/ethnic subculture in the United States in terms of population and spending power |
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African-American |
Second Largest spending power |
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Asian |
70 percent are immigrants. Most under age of 30. |
