M340Chap5

Front 1

consumer behavior

Back 1

actions a person takes in purchasing and using products and services

Front 2

5 stages of purchase decesion process

Back 2

1)problem recongntion
2)information search
3)alternative evaluation
4)purchase decesion
5)postpurchase behavior

Front 3

internal search and external search

Back 3

internal-stored in your memory
external -persoanl, public, and marketer dominated

Front 4

evaluative criteria

Back 4

both objective attributes of a brand and subjective ones

Front 5

consideration set

Back 5

group of brands that a consumer would consider acceptable from among all the brands in a the produt class of which there aware

Front 6

purchase decesion

Back 6

from whome to buy and when

Front 7

cognitive dissonance

Back 7

post-purchase psychological tension

Front 8

what regulates involvement

Back 8

personal, social, or economic significance of the purchase to the consumer. 1)expense?
2)serious personal consequences? 3)social image?

Front 9

routine purchase

Back 9

habitual everyday stuff...toothpaste

Front 10

limited purchase

Back 10

seek info from friends and searchs

Front 11

extended purchase

Back 11

all five stages are gone through

Front 12

5 situational influences

Back 12

1)purchase task
2)social surroundings-people
3)physical surroundings-store
4)temporal effects-time
5)antecedent states-mood

Front 13

motivation and personality

Back 13

m-energizing force that simulates behavior to satisfy a need
p-consistent behaviors or response to recurring situations

Front 14

self-concept

Back 14

way people see themselves and the way they believe other see them

Front 15

perception

Back 15

process by which an individual selects,organizes, and interprets info. to create pic of the world

Front 16

selective perception

Back 16

exposure, comprehension, retention

Front 17

selective exposure

Back 17

pay attention with whats consistent with what they believe in. filter out somethign you dont agree in

Front 18

selective comprehension

Back 18

interpret info. so its consistent with what you believ in

Front 19

selective retention

Back 19

dont remember anything or only remember part of info

Front 20

subliminal perception

Back 20

hear or see info. without relizing it

Front 21

percieved risk

Back 21

anxities felt by customer bc they think bad consequences will come from buying product

Front 22

learning

Back 22

behaviors from repeated experience and reasoning

Front 23

behvioral learning

Back 23

resonsponse built up through repeted expsure

Front 24

cognitive learning

Back 24

making connections bt things and taking it in from what other buyers did

Front 25

attitude and behavior

Back 25

a- learned predispostion
b-sujective beliefs of how something is

Front 26

lifestyle

Back 26

mode of living how spend time, money, what they consider important, and waht they think of themselves

Front 27

VALS

Back 27

values and lifestyles - psychographics which is the analysis of lifestyles based on primary motivations and resources

Front 28

personal influnce

Back 28

1)opion leaders- knowledge about product and influence the entire group
2)word of mouth-most powerful

Front 29

reference groups influence

Back 29

1)membership-frats, churches
2)aspiration groups- strive to become member
3)dissociative group-keep distance from this group

Front 30

Family influence

Back 30

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

Front 31

subculture

Back 31

subgroups within larger groups with unique ideas, values. races within America

Front 32

three types of vairations in purchase decesion process

Back 32

1)routine
2)limited process
3)extended process

Front 33

psychographics

Back 33

analysis of consumer lifestyles and provides insight into consumer needs and wants