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26 Cards in this Set
- Front
- Back
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Consumer buyer behavior
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The buying behavior of final consumers – individuals and household who buy goods and services for personal consumption.
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Consumer Market
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All the individuals and households who buy or acquire goods and services for personal consumption
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Culture
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The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions
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Subculture
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A group of people with shared value systems based on common life experiences and situations (include nationalities, religion, racial groups, and geographic regions)
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Social Class
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Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors. People within a given social class tend to exhibit similar behaviors
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Group
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Two or more people who interact to accomplish individual or mutual goals
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Opinion leader
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Person within a reference group who, because of special skills, knowledge, personality or other characteristics, exerts influence on others
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Lifestyle
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A person’s pattern of living as expressed in his or her activities, interests, and opinions
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Personality
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The unique psychological characteristics that lead to relatively consistent and lasting responses to one’s own environment
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Motive (drive)
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A need that is sufficiently pressing to direct the person to seek satisfaction of the need
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Perception
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The process by which people select, organize, and interpret information to form a meaningful picture of the world
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Learning
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Changes in an individual’s behavior arising from experience
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Belief
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A descriptive thought that a person holds about something
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Attitude
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A person’s consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea
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Complex Buying Behavior
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Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands
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Dissonance-reducing buying behavior
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Consumer buying behavior in situations characterized by high involvement but few perceived differences among brands
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Habitual Buying Behavior
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Consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences
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Variety-Seeking Buying Behavior
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Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences.
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Need recognition
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The first stage of the buyer decision process, in which the consumer recognizes a problem or need. Firm should research consumers to find out what kinds of needs or problems arise
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Information Search
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The stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into active info search
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Alternative Evaluation
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The stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set
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Purchase Decision
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The buyer’s decision about which brand to purchase
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Postpurchase Behavior
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The stage of the buyer decision process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction
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Cognitive Dissonance
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discomfort caused by postpurchase conflict
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New Product
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A good, service, or idea that is perceived by some potential customers as new
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Adoption process
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The mental process through which an individual passes from first hearing about an innovation to final adoption.
Awareness>Interest> Evaluation>Trial>Adoption |
