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24 Cards in this Set
- Front
- Back
consumer buyer behavior
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the buying behavior of final consumers-individuals and households who buy goods and services for personal consumption
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consumer market
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all the individuals and households who buy or acquire goods and services for personal consumption
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subculture
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a group of people with shared value systems based on common life experiences and situations
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social classes
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relatively permanent and orered divisions in a society whose members share similar values, interests and behaviors
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opinion leader
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person with a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts influence on others
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Lifestyle
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a person's pattern of living as expressed in his or her activities, interests, and opinions
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Personality
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the unique psychological characteristics that lead to relatively consistent and lasting responses to one's own environment
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motive
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a need that is sufficiently pressing to direct the person to seek satisfaction of the need
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perception
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the process by which people select, organize, and interpret info to form a meaningful picture of the world
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learning
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changes in an individual's behavior arising from experience
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belief
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a descriptive thought that a person holds about something
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attitude
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a person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea
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Complex buying behavior
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consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands
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dissonance reducing buying behavior
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consumer buying behavior in situations characterized by high involvement but few perceived differences among brands
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habitual buying behavior
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consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences
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variety seeking buying behavior
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consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences
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need recognition
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the first stage of the buyer decision process, in which the consumer recognizes a problem or need
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information search
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the stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into active info search
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alternative evaulation
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the stage of the buyer decision process in which the consumer uses info to evaluate alternative brands in the choice set
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purchase decision
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the buyers decision about which brand to purchase
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postpurchase behavior
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the stage of the buyer decision process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction
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cognitive dissonance
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buyer discomfort caused by postpurchase conflict
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new product
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a good, service or idea that is perceived by some potential customers as new
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adoption process
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the mental process through which an individual passes from first hearing about an innovation to final adoption
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