Chapter 7 - Consumer Buying Behavior

Front 1

Steps in the consumer decision process

Back 1

problem recognitioninformation searchevaluation of alternativespurchasepost-purchase evaluation

Front 2

consideration set

Back 2

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

Front 3

cognitive dissonance

Back 3

a buyer's doubts shortly after a purchase about whether the decision was the right onemost likely to arise when a person has recently bought an expensive, high-involvement product that lacks some of the desirable features of competing brands

Front 4

perception

Back 4

selecting, organizing and interpreting information to produce meaning

Front 5

situational influences

Back 5

physical surroundingsocial surroundingstimepurchase reasonbuyer's mood and condition

Front 6

psychological influences

Back 6

perceptionmotiveslearningattitudespersonality and self-conceptlifestyles

Front 7

social influences

Back 7

rolesfamilyreference groupsopinion leaderssocial classesculture and subcultures

Front 8

attitudes

Back 8

cognitive: knowledgeaffective: feelings and emotions (do i really care about this?)the things that are important to people when they buy things, the things that distinguish a product from a similar productbehavioral: actions regarding the object

Front 9

reference groups

Back 9

Membership; a group to which an individual belongsAspirational; a group to which a person aspires to belongDissociative; a group to which a person does not want to belong to

Front 10

reference group influence in advertisements depends on 3 things:

Back 10

how effectively the advertisement communicates the messagethe type of productthe individuals susceptibility to reference group influence

Front 11

Behavioral traits and purchase characteristics of different social classes

Back 11

Character

Front 12

african americans spend more on

Back 12

depreciable products such as clothing, entertainment, food

Front 13

hispanics spend more of their income on

Back 13

housing groceries, telephone services, and children's apparel, mens apparel, appliances, and shoes while spending less on health care, entertainment, and education

Front 14

asian culture values

Back 14

hard work , strong family ties and education