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17 Cards in this Set
- Front
- Back
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(4) Consumer Behavior Theories
- Perspectives |
Consumers:Theories
U=Universal S=Specific U-U: Global S-U: Imported U-S: Ethnic Consumption S-U: Cultural Meaning |
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Maslow Heirarchy
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base to top:
Physiological Safety Social Personal (status, respect) Self-Actualization |
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Consumer Purchase Decision Process
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Problem Recognition
Information Search Alternative Evaluation Purchase Decision Postpurchase Behavior |
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Influences on the Consumer Purchase Decision Process
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Psychological
Situational Marketing Mix Sociocultural |
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Psychological Influences
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Motivation
Personality Perception Learning Values Beliefs Lifestyle |
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Marketing Mix Influences
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Product
Price Promotion Place |
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Sociocultural Influences
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Personal Influences
Reference Groups Family Social Class Culture Subculture |
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Situational Influences
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Purchase Task
Social Surroundings Physical Surroundings Temporal Effects Antecedent States |
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Involvement
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Personal, Social, and Economic significance of a purchase to a consumer
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Consumer Involvement
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Function of person, product/service, and situation
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Influence of Culture
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Personal Interests
Situational Private Consumption/Social Significance? |
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Cognitive Styles
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Problem Recognition: Perceiving a need
Information Search: Seeking value Evaluation of Alternatives: Assessing value Purchase Decision: Buying Value Postpurchase Behavior: Value in consumption or use |
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Loyalty
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Collectivism and Uncertainty avoidance
individualistic cultures are disloyal in nature |
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Personality
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person's consistent behaviors or responses to recurring situations
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National Character
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Distinct set of personality characteristics common among people of a country or society
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Self-Concept
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the way people see themselves; and the way they believe other people see them
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Ethnic Consumption
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Separation: maintain home, reject host culture
Integration: acquire host, maintain home culture Assimilation: abandon home, acquire host culture Marginalization: reject both host and home cultures |
