Consumer Behavior

Front 1

consumer behavior

Back 1

actions a person takes in purchasing and using products and services.

Front 2

purchase decision process

Back 2

stages a buyer passes through in making choices about which products or services to buy.

Front 3

problem recognition

Back 3

initial step; occurs when a person realizes that teh difference between what he or she has and what he or she would like to have it big enought to actually do something about it.

Front 4

information search

Back 4

search for information about what product or service might satisfy the newly discovered need; scan memory from previous experiences (internal search); no past experience (external); the primary sources of external information are: personal sources, public sources, marketer-dominated sources.

Front 5

alternative evaluation

Back 5

evaluative criteria: represent bouth objective and subjective attributes.

Front 6

purchase decision

Back 6

whom to buy and when to buy.

Front 7

postpurchase behavior

Back 7

consumer compares it with his or her experiences and is either satisfied or dissatisfied.

Front 8

involvement

Back 8

personal, social, and economic signifcance of a purchase to the consumer.

Front 9

item to be purchased

Back 9

is expensive, can have serious personal consequences or could reflect ones social image.

Front 10

routine problem solving

Back 10

for products, consumers recognize a problem, make a decision, and spend little effort seeking external information and evaluating alternatives.

Front 11

limited problem solving

Back 11

consumers typically seek some information or rely on a friend. (toaster, restuarant for dinner)

Front 12

extended problem solving

Back 12

each of the 5 stages of consumer purchase decision process is used in the purchase. (automobiles, houses, and financial investments)

Front 13

motivation

Back 13

energizing forces that stimulates behavior to satisfy a need.

Front 14

physiological needs

Back 14

basic to survival and must be satisfied first.

Front 15

personality

Back 15

someone's consistent behaviors or responses to recurring situations.

Front 16

perception

Back 16

process by which someone selects, organizes, and interprets information to create a meaningful picture of the world.

Front 17

self perception

Back 17

human brain organizes and interprets all this information.

Front 18

selective exposure

Back 18

occurs when people pay attention to messages that are consistent with their attitudes and beliefs and ingnore messages that are inconsistent.

Front 19

self comprehension

Back 19

involves interpreting information so that it is consistent with your attitudes and beliefs.

Front 20

selective retention

Back 20

consumers do not remember all the information they see, read, or hear, even minutes after exposure to it.

Front 21

perceived risk

Back 21

anxiety felt when a consumer cannont anticipate possible negative outcomes of a purchase.

Front 22

negative outcomes

Back 22

prices of product, the risk of physical harm, and the performance of the product.

Front 23

strategies to feel at ease about purchase

Back 23

obtaining seals of approval, sercuring endorsements, providing free trials, giving extensive usage instructions, providing warranties.

Front 24

learning

Back 24

behaviors that result from repeated experience or reasoning.

Front 25

drive

Back 25

a need.

Front 26

cue

Back 26

stimulus or symbol that one perceives.

Front 27

response

Back 27

the action taken to satisfy the drive

Front 28

reinforcment

Back 28

reward.

Front 29

stimulus generalization

Back 29

occurs when a response brought about by one stimulus is generalized to another stimulus.

Front 30

stimulus discrimination

Back 30

one's ability to perceive differences among similar products.