Ch 6 Consumer Buying Behavior

Front 1

buying behavior

Back 1

the decision processes and actions of people involved in buying and using products

Front 2

consumer buying behavior

Back 2

the decision processes and purchasing activities of people who purchase products for personal or household use and not for business purposes.

Front 3

consumer buying decision process

Back 3

a five-stage purchase decision process that includes:

1. problem recognition

2. information search

3. evaluation of alternatives

4. purchase

5. and postpurchase evaluation

Front 4

what are possible influences on the decision process??

Back 4

1. situational influences - physical surroundings, social surroundings, time, purchase reason, buyer's mood and condition

2.PSYCHOLOGICAL influences - perception, motives, learning attitudes personality and self-concept, lifestyles

3. SOCIAL influences - roles, family, reference groups, opinion leaders, social classes, culture and subcultures

Front 5

what are some major points regarding the buying decision process?

Back 5

1. the process can be affected by a number of influences which are categorized as situational, psychological, and social.

2. the actual act of purchasing is usually not the first stage of the process.

3.not all decision processes lead to a purchase.

4. Individuals may end the process at any stage.

5. Not all consumer decisions include 5 stages.

Front 6

what happens In the 1st stage of the buying decision process for problem recognition? when does a problem recognition occur?

Back 6

occurs when a buyer becomes aware of a difference between a desired state and an actual condition.

recognition can be rapid or slow

you can be unaware of a problem until marketers point it out to you

marketers use sales, advertisements and packaging to help you recognize a need or a problem

Front 7

what happens in the 2nd stage of the consumer buying decision process for information search?

Back 7

buyer will decide whether or not to pursue satisfying that need.

internal search (own memories) and external search (outside sources)

Front 8

internal search

Back 8

buyers search their memories information from memory to make a decision

Front 9

external search

Back 9

an information search in which buyers seek information from sources other than their memories.

Front 10

what are some examples of external sources?

Back 10

friends, family, comparison of brands, marketer-dominated sources or public sources, internet has comparison sites and consumer reports, repetition.

Front 11

what happens in the 3rd step of the consumer buying process, evaluating alternatives?

Back 11

once you've acknowledged a need or problem, and have used external or internal sources to about a product, you then evaluate the choices to choose from to purchase that particular product. this group or choices is called the consideration set (or evoked set),

Front 12

consideration set

Back 12

a group of brands within a product category that a buyer views as alternatives for possible purchase

Front 13

evaluative criteria

Back 13

Objective and subjective product characteristics that are important to a buyer

Front 14

framing

Back 14

marketers can influence evaluations by framing the alternatives that is describing the alternatives and their attributes in a certain manner.

Front 15

What happens in the 4th stage of the consumer buying process, purchase?

Back 15

the consumer chooses to buy the product or brand yielded by the evaluation of alternatives.

product availability may affect purchasing decision

Front 16

what happens in the 5th stage of the consumer buying decision process, postpurchase evaluation?

Back 16

does performance meet expected levels?

satisfaction or dissatisfaction

cognitive dissonance

Front 17

cognitive dissonance (buyers remorse)

Back 17

doubts in the buyers mind about whether purchasing the product was the right decision.

Front 18

how does cost affect the consumers buying decision process?

Back 18

low-involvement products are much less expensive and have less associated social risk, such as grocery or drugstore items.

Front 19

level of involvement

Back 19

an individuals degree of interest in a product and the importance of the product for that person

Front 20

There are three types of consumer decision making, which vary in involvement level and other factors: what are they?

Back 20

1.routinized response behavior

2.limited decision making

3. extended decision making

Front 21

routinized response behavior

Back 21

a consumer problem-solving process used when buying frequently purchased, low-cost items that require very little search-and-decision effort.

Front 22

limited decision making

Back 22

a consumer problem-solving process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category.

Front 23

extended decision making

Back 23

a consumer problem-solving process employed when purchasing unfamiliar, expensive, or infrequently bought products

Front 24

impulse buying

Back 24

an unplanned buying behavior resulting from a powerful urge to buy something immediately

Front 25

situational influences on the buying decision process...

situational influences

Back 25

influences that result from circumstances, time, and location that affect the consumer buying decision process

Front 26

what are the 5 categories of situational influences?

Back 26

physical surroundings, social surroundings, time perspective, reason for purchase, and the buyer's momentary mood and condition.

Front 27

what are the primary psychological influences on consumer behavior ?

Back 27

perception

motives

learning

attitudes

personality and self-concept

lifestyles

(psychological factors operate internally but are strongly affected by external social forces.)

Front 28

perception

Back 28

is the process of selecting, organizing, and interpreting information inputs to produce meaning.

Front 29

information inputs

Back 29

are sensations received through sight, taste, hearing, smell, and touch.

Front 30

how to we receive information inputs?

Back 30

when we hear an advertisement on the radio, see a friend, smell food cooking at a restaurant, or touch a product, we receive information inputs.

Front 31

selective exposure

Back 31

the process by which some inputs are selected to reach awareness and others are not.

Front 32

selective distortion

Back 32

an individuals changing or twisting of information that is inconsistent with personal feeling or beliefs.

Front 33

selective retention

Back 33

a person remembers information inputs that support personal feelings and beliefs and forgets inputs that do not.

Front 34

closure

Back 34

occurs when a person fills in missing information in a way that conforms to a pattern or statement. marketers capitalize by advertising incomplete images, sounds, or statements.

Front 35

interpretation

Back 35

3rd step in the perceptual process involves assigning meaning to what has been organized. a person interprets information according to what he or she expects or what is familiar

ex. jack in the box back lash on potato wedges

Front 36

motives

Back 36

an internal energizing force that directs a person's behavior toward satisfying needs or achieving goals

Front 37

maslow's hierarchy of needs

Back 37

the five levels of needs that humans seek to satisfy, from most to least important.

Front 38

levels of maslow's heirarchy

Back 38

low: 5. physiological needs - survival, food, water, sex clothing shelter

4.safety needs - security and freedom from phsyical & emotional pain

3. social needs: human requirements for love and affection and a sense of belonging

2. esteem needs: respect and recognition from others as well as self-esteem sense of worth

1. self actualization needs: peoples need to growth and develop

Front 39

patronage motives

Back 39

motives that influence where a person purchases products on a regular basis

Front 40

learning

Back 40

changes in an individuals thought processes and behavior caused by information and experience.

Front 41

attitudes

Back 41

an individuals enduring evaluation of feelings about and behavioral tendencies toward an object or idea

Front 42

attitude scale

Back 42

a means of measuring consumer attitudes by gauging the intensity of individuals reactions to adjectives, phrases, or sentences about an object.