Consumer Behaviour

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Consumer behavior

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The bahaviour of consumers that purchases a product for personal or household needs and not for business purposes.

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Level of involvement

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

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Routinised response behaviour

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A type of consumer problem-solving process when buying frequently purchased, low-cost items that require very little search and decision effort.

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Limited problem solving behaviour

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A type of consumer problem-solving process that buyers use when purchasing products occasionally or when they need information about an unfamiliar brand in a familiar product category.

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Extended problem solving

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A type of consumer problem-solving process employed when purchasing unfamiliar, expensive or infrequently bought products.

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Impulse buying

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

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Consumer buying decision process

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

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Internal search (step 2)

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

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External search (step 2)

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An information search in which buyers seek information from outside sources.

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Evoked set

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A group of brands that a buyer views as alternatives for possible purchase.

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Evaluating criteria

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Objective and subjective characteristics important to a consumer.

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Cognitive dissonance

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

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Situational influences

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

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Psychological Infuences

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Factors that partly determine people's general behaviour, thus influencing their behaviour as consumers.

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Perception

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

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Information inputs

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Sensations received through the sensory organs

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Selective exposure

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The process of selecting inputs to be exposed to our awareness while ignoring others.

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Selective distortion

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An individual's changing or twisting of information when it is inconsistent with personal feelings or beliefs.

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Selective retention

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

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Motive

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An internal energising force that directs a person's behaviour towards satisfying needs or achieving goals.

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Learning

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Changes in an individual's thought processes and behaviour caused by information and experience.

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Attitude

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An individuals enduring evaluation of, feelings about and behavioural tendencies towards an object or idea.

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Self-concept

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Perception or view of oneself.

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Lifestyle

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

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Social influences

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The forces other people exert on one's buying behaviour.

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Role

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

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Consumer socialisation

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

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Reference group

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Any group that positively or negatively affects a person's values, attitudes or behaviour.

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Opinion leader

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A reference group member who provides information about a specific sphere that interests reference group participants.

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Wikis

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Software that creates an interface that enables users to add or edit the content of some types of websites (also called wikipages)

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Blogs

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Internet-based journals in which people can editorialise and interact with other internet users.

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Culture

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The values, knowledge, beliefs, customs, objects and concepts of society.

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Geographic and demographic subcultures

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Groups of individuals whose characteristic values and behaviour patterns are similar to each other and differ from those of the surrounding culture.

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Subcultures of consumption

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Subcultures of consumption are distinctive subgroups of society that self select on the basis of a share commitment to a particular product, brand or consumption.