Chapter 6

Front 1

Attitude

Back 1

An individual’s enduring evaluation of feelings about and behavioral tendencies toward an object or idea

Front 2

attitude scale

Back 2

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

Front 3

buying behavior

Back 3

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

Front 4

cognitive dissonance

Back 4

A buyer’s doubts shortly after a purchase about whether the decision was the right one

Front 5

consideration set

Back 5

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

Front 6

consumer buying behavior

Back 6

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

Front 7

consumer buying decision process

Back 7

A five-stage purchase decision process that includes problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation

Front 8

consumer misbehavior

Back 8

Behavior that violates generally accepted norms of a particular society.

Front 9

consumer socialization

Back 9

The process through which a person acquires the knowledge and skills to function as a consumer

Front 10

culture

Back 10

The accumulation of values, knowledge, beliefs, customs, objects, and concepts that a society uses to cope with its environment and passes on to future generations

Front 11

evaluative criteria

Back 11

Objective and subjective product characteristics that are important to a buyer

Front 12

extended decision making

Back 12

A consumer decision making process employed when purchasing unfamiliar, expensive, or infrequently bought products

Front 13

external search

Back 13

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

Front 14

impulse buying

Back 14

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

Front 15

information inputs

Back 15

Sensations received through sight, taste, hearing, smell, and touch

Front 16

internal search

Back 16

An information search in which buyers search their memories for information about products that might solve their problem

Front 17

learning

Back 17

Changes in an individual’s thought processes and behavior caused by information and experience

Front 18

level of involvement

Back 18

An individual’s degree of interest in a product and the importance of the product for that person

Front 19

lifestyle

Back 19

An individual’s pattern of living expressed through activities, interests, and opinions

Front 20

limited decision making

Back 20

A consumer decision making process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category

Front 21

Maslow’s hierarchy of needs

Back 21

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

Front 22

Motive

Back 22

An internal energizing force that directs a person’s behavior toward satisfying needs or achieving goals

Front 23

opinion leader

Back 23

A member of an informal group who provides information about a specific topic to other group members

Front 24

patronage motives

Back 24

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

Front 25

perception

Back 25

The process of selecting, organizing, and interpreting information inputs to produce meaning

Front 26

personality

Back 26

A set of internal traits and distinct behavioral tendencies that result in consistent patterns of behavior in certain situations

Front 27

psychological influences

Back 27

Factors that in part determine people’s general behavior, thus influencing their behavior as consumers

Front 28

reference group

Back 28

A group that a person identifies with so strongly that he or she adopts the values, attitudes, and behavior of group members

Front 29

roles

Back 29

Actions and activities that a person in a particular position is supposed to perform based on expectations of the individual and surrounding persons

Front 30

routinized response behavior

Back 30

A consumer decision making process used when buying frequently purchased, low-cost items that require very little search-and-decision effort

Front 31

selective distortion

Back 31

An individual’s changing or twisting of information that is inconsistent with personal feelings or beliefs

Front 32

selective exposure

Back 32

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

Front 33

selective retention

Back 33

Remembering information inputs that support personal feelings and beliefs and forgetting inputs that do not

Front 34

self-concept

Back 34

A perception or view of oneself

Front 35

situational influences

Back 35

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

Front 36

social class

Back 36

An open group of individuals with similar social rank

Front 37

social influences

Back 37

The forces other people exert on one’s buying behavior

Front 38

subculture

Back 38

A group of individuals whose characteristics, values, and behavioral patterns are similar within the group and different from those of people in the surrounding culture