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30 Cards in this Set
- Front
- Back
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the degree to which a consumer or prospect likes or dislikes a brand |
attitude |
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a set of brands that the consumer is aware may provide a solution to the problem |
awareness set |
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descriptive thoughts that a person holds about something |
beliefs |
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generally refers to professionals in procurement. A buyer makes business decisions on purchasing |
buyer |
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a group that is involved in the buying situation |
buying centre |
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the various attributes (and benefits) people use when evaluating products and services |
choice criteria |
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the process of using an established relationship between a stimulus and a response to cause the learning of the same response to a different stimulus |
classical conditioning |
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post-purchase concerns of a consumer arising from uncertainty as to whether a decision to purchase was the correct one |
cognitive dissonance |
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the learning of knowledge and development of beliefs and attitudes without direct reinforcement |
cognitive learning |
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the stages a consumer goes through when buying something - problem-awareness - information search - evaluation of alternatives - purchase - post-purchase evaluation |
consumer decision-making process |
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a person that buys good and services for personal use |
consumer |
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a term used in both consumer and organisational purchasing situations. |
customer |
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a set of brands that the consumer seriously evaluates before making a purchase |
evoked set |
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the process of grouping households in geographic clusters based on information such as type of accommodation, occupation,number and age of children,and ethnic background |
geodemographics |
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the way in which information is presented to people |
information framing |
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the process by which a stimulus is received,interpreted, stored in memory and later retrieved |
information processing |
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the identification of alternative ways of problem-solving |
information search |
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any change in the content or organization of long-term memory as the result of information processing |
learning |
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the pattern of living as expressed in aspersion's activities, interest and opinions |
lifestyle |
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the process involving needs that set drives in motion to accomplish goals |
motivation |
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the use of rewards generate reinforcement of response |
operant conditioning |
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the process by which people select, organise and interpret sensory stimulation into a meaningful picture of the world |
perception |
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the inner psychological characteristics of individuals that lead to consistent responses to their environment |
personality |
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a more complex form of cognitive learning where conclusions are reached by connected thought |
reasoning |
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a group of people that has an influence on individual's attitude or behaviour |
reference group |
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the learning of two or more concepts without conditioning |
rote learning |
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the process by which people screen out those stimuli that are neither meaningful to them nor consistent with their experiences and beliefs |
selective attention |
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the distortion of information received by people according to their existing beliefs and attitudes |
selective retention |
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the process by which people only retain a selection of messages in memory |
selective retention |
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learning from others without direct experience or reward |
vicarious learning |
