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35 Cards in this Set
- Front
- Back
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Aspirational reference group
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a reference group that one hopes to join
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3 categoreis of consumer buying decisions
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routine response- frequently purchased, low involment, low cost items
little decision making- requires a moderate ammount of time for gathering information about a little known product extensive decision making- requires use of several criterea when buying an expensive, unfamiliar or infrequently bought item |
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Factors that influence consumer decisions
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Culture- a set of ebliefs, attitudes, norms, and other artifacts which impact human behavior
Subculture- a group of people with characteristics from the normal culture, as well as unique elements from their own group |
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social class
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A group of people who have the same ammount of status and community esteem, and who socialize among themselves
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Reference Groups
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A group of individuals who influence the purchasing decisions of individuals
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primary membership group
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a membership group in which informal, face-to-face interactions occur frequently
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secondary membership group
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a membership group in which more formal, less consistent interactions take place
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self concept
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how an individual views theirself
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ideal self image
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what an individual would like to appear as
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Norm
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values and attitudes which are deemed acceptable by the group
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Opinion Leaders
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People in society who influence the opinions of others
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Family
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Influences attitudes, values, and purchasing decisions
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Individual influences on Consumer behavior (list)
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Gender, Age, Personality, self-cencept, and lifestyle
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personality
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a way of organizing the consistency's of an individuals reaction to situations
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actual self image
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how an individual actually percieves themself
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lifestyle
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a mode of living, influenced by opinions, activities, and interests
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perception
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the process in which people select, organize, and respond to stimuli
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selective exposure
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noticing certain stimuli and ignoring others
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selective distortion
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changing information in a way that supports one's beliefs or opinions
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selective retention
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occurs when an individual remembers only the information which goes along with their beliefs
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motives
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the driving factors which cause a person to take action
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Maslow's heirarchy of needs
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classifys human needs in order of importance (least to greatest) self actualization, esteem, social, safety, and phycological
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Learning
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The process that creates changes in behavior
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experimental learning
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the process of learning something throughh a direct experiment
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secondary learning
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the process of learning something not through an experience, but thorugh second hand knowledge
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stimulus generation
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a form of learning in which one response is forwarded to a second stimulus, similar to the first
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stimulus discriminations
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ability to discriminate between similar products
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Belief
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an organized pattern of knowledge an individual holds as true
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attitude
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a learned tendency to respond consistently to a given object
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consumer behavior
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how consumers make purchase decisions and how they use and dispose of goods
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5 step process for consumer decisons
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need recognition, information technology, brand evaluation, purchase, post purchase evlauation
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2 kinds of external searches
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non-marketing controlled- product info not influenced by marketing or promotion
marketing controlled- info that is directly supplied by marketing |
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stimulus
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Any imput which relates to one of the 5 senses
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wants
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recognition of unfulfilled need and a product that will satisfy it
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cognative dissonance
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inner tension experienced by a consumer agter recognizing an inconsistency between value and ebhavior
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