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25 Cards in this Set
- Front
- Back
consumer buying decision process
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1. Problem Recognition
2. Information Search 3. Evaluation of Alternatives 4. Purchase 5. Postpurchase Evaluation |
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Possible Influence on the Decision Process
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1. Situational Influences
2. Psychological Influences 3. Social Influences |
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Situational Influences
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- physical surroundings
- social surrounding - time - purchase reason - buyer's mood and condition |
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Psychological Influences
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- perception
- motives - learning - attitudes - personality and self-concept - lifestyles |
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Social Influences
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- roles
- family - reference groups - opinion leaders - social classes - culture and subcultures |
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Problem recognition
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occurs when a buyer becomes aware of a difference between a desired state and an actual condition
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internal search
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buyers search their memories for information about products that might solve their problem
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external search
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an information search in which buyers seek information from sources other than their memories
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consideration set
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a group of brands within a product category that a buyer views as alternatives for possible purchase
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evaluative criteria
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objective subjective product characteristics that are important to a buyer
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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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3 major categories of influences on buying process
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1. Situational influences
2. Pyschological influences 3. Social influences |
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motives
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an internal energizing force that directs a person's behavior toward satisfying needs or achieving goals
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Maslow's hierarchy of needs
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the five levels of needs that humans seek to satisfy, from most to least important
1. physiological needs 2. safety needs 3. social needs 4. esteem needs 5. self-actualization needs |
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physiological needs
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requirements for survival such as food, water, sex, clothing, and shelter
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safety needs
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include security and freedom from physical and emotional pain and suffering
- life insurance, automobile airbags, vitamins, decay-fighting toothpaste |
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social needs
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human requirements for love and affection and a sense of belonging
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esteem needs
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people require respect and recognition from others as well as self-esteem, a sense of on'es own worth
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self-actualization needs
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people's need to grow and develop and to become all they are capable of becoming. Be all that you can be!!!
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patronage motives
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motives that influence where a person purchases products on a regular basis
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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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routinized response behavior
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a consumer problem-solving process used when buying frequently purchased, low-cost items that require very little search-and-decision effort (decision made in seconds)
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limited problem solving
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a consumer problem-solving process used when purchasing products occasionally or needing information about an unfamiliar brand in a familiar product category (made in minutes)
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extended problem solving
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consumer problem-solving process employed when purchasing unfamiliar, expensive, or infrequently bought products (takes months) used car purchase...
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reference group
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group that a person identifies with so strongly that he or she adopts the values, attitudes, and behavior of group members
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