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25 Cards in this Set

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