Chapter 4- Consumer Buying Behaviour

Front 1

Name the 5 buying process decisions

Back 1

1. problem recognition

2. information search

3. evaluation of alternatives

4. purchase decision

5. post purchase evaluation

Front 2

A group of brands that a person would consider acceptable among competing brands is called a(n)

Back 2

evoked set

Front 3

cognitive dissonance is?

Back 3

an individuals unsettled state of mind after an action (purchase) he or she has taken

Front 4

What happens during the information search process?

Back 4

as the risk increases (price), more information is sought.

Front 5

What are consumer influences

Back 5

psychological, personal, technology, social and cultural

Front 6

explain psychological influences

Back 6

needs- suggest need or absence of something useful
motive- conditions that prompt the action necessary to satisfy a need

Front 7

what does social influences include

Back 7

reference groups, family, social class

Front 8

describe personal influences

Back 8

lifestyles- persons pattern of living as expressed in hot or her activities, opinions, and values

Front 9

A group with common interests that influence members attitudes and behaviours is called?

Back 9

a reference group

Front 10

what is it called when companies have a marketing strategy for both sexes

Back 10

double targeting `

Front 11

Explain the different areas of the self concept theory.

Back 11

1. real self- objective evaluation of self & who you really are

2. self image- how you see yourself

3. looking glass self- how you think others see you

4. ideal self- aspire to be

Front 12

What is perception

Back 12

How individuals receive and interpret messages. Selectivity is based on their level of interest.

Front 13

Explain the 3 types of selectivity: selective exposure, selective perception & selective retention

Back 13

1. selective exposure- only notice information of interest

2. selective perception- screen out messages and information that conflict with previous attitudes

3. selective retention- remember what we want to

Front 14

Describe the needs and motive theory

Back 14

need- absence of something useful

motive- condition prompting action to satisfy a need

Front 15

What are the 5 stages of Maslow's hierarchy

Back 15

physiological - safety, social, esteem, & self actualization