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33 Cards in this Set

  • Front
  • Back
consumer behavior
actions a person takes in purchasing and using products and services
5 stages of purchase decesion process
1)problem recongntion
2)information search
3)alternative evaluation
4)purchase decesion
5)postpurchase behavior
internal search and external search
internal-stored in your memory
external -persoanl, public, and marketer dominated
evaluative criteria
both objective attributes of a brand and subjective ones
consideration set
group of brands that a consumer would consider acceptable from among all the brands in a the produt class of which there aware
purchase decesion
from whome to buy and when
cognitive dissonance
post-purchase psychological tension
what regulates involvement
personal, social, or economic significance of the purchase to the consumer. 1)expense?
2)serious personal consequences? 3)social image?
routine purchase
habitual everyday stuff...toothpaste
limited purchase
seek info from friends and searchs
extended purchase
all five stages are gone through
5 situational influences
1)purchase task
2)social surroundings-people
3)physical surroundings-store
4)temporal effects-time
5)antecedent states-mood
motivation and personality
m-energizing force that simulates behavior to satisfy a need
p-consistent behaviors or response to recurring situations
way people see themselves and the way they believe other see them
process by which an individual selects,organizes, and interprets info. to create pic of the world
selective perception
exposure, comprehension, retention
selective exposure
pay attention with whats consistent with what they believe in. filter out somethign you dont agree in
selective comprehension
interpret info. so its consistent with what you believ in
selective retention
dont remember anything or only remember part of info
subliminal perception
hear or see info. without relizing it
percieved risk
anxities felt by customer bc they think bad consequences will come from buying product
behaviors from repeated experience and reasoning
behvioral learning
resonsponse built up through repeted expsure
cognitive learning
making connections bt things and taking it in from what other buyers did
attitude and behavior
a- learned predispostion
b-sujective beliefs of how something is
mode of living how spend time, money, what they consider important, and waht they think of themselves
values and lifestyles - psychographics which is the analysis of lifestyles based on primary motivations and resources
personal influnce
1)opion leaders- knowledge about product and influence the entire group
2)word of mouth-most powerful
reference groups influence
1)membership-frats, churches
2)aspiration groups- strive to become member
3)dissociative group-keep distance from this group
Family influence
1)consumer socializtion-how we learned how to buy(skippy)
2)family life cycle-single guy buys different than married guy
3)family decsion making style-spouse dominatnt or joint dominant
subgroups within larger groups with unique ideas, values. races within America
three types of vairations in purchase decesion process
2)limited process
3)extended process
analysis of consumer lifestyles and provides insight into consumer needs and wants