Marketing Ch 5

Front 1

Five steps in purchasing decision

Back 1

problem recognition
information search
alternative evaluation
purchase decision
post purchase behavior

Front 2

types of information

Back 2

personal: sales person/friends
nonpersonal: advertising/public sources

Front 3

types of problem solving

Back 3

extended
limited
routine

Front 4

levels of involvement

Back 4

high vs low
high -> car
low-> toothpaste

Front 5

types of situational influences

Back 5

purchase task
social surroundings
physical surroundings
temporal effects
antecedent states

Front 6

cognitive dissonance

Back 6

the feeling of post purchase psychological tension or anxiety

Front 7

perception

Back 7

the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.

Front 8

selective perception

Back 8

filtering of exposure, comprehension, and retention

Front 9

selective exposure

Back 9

people pay attention to messages that are consistent with their attitudes and beliefs and ignore inconsistent messages

Front 10

selective comprehension

Back 10

interpreting information so that it is consistent with your attitude and beliefs

Front 11

selective retention

Back 11

consumers do not remember all the information they see, read, or hear, even minutes after exposure to it

Front 12

motivation

Back 12

the energizing force that stimulates behavior to satisy a need

Front 13

hierarchy of needs

Back 13

self actualiation needs
personal needs
social needs
safety needs
physiological needs

Front 14

attitude

Back 14

a learned predisposition to respond to an object or class of objects in a consistently faborable or unfavorable way

Front 15

personality

Back 15

a person's cosisten behaviors or responses to recurring situations

Front 16

self concept

Back 16

ideal-how people would like to see themselves
actual- the way people see themselves

Front 17

behavioral learning

Back 17

process of developing automatice responses to a situation built up through repeated exposure to it

Front 18

cognitive learning

Back 18

involve making connections between two or more ideas or simply observing the outcomes of other's behaviors and adjusting your own accordingly

Front 19

opinion leaders

Back 19

individuals who exert direct or indirect social influence over others

Front 20

word of mouth

Back 20

the influencing of people during conversations

Front 21

reference groups

Back 21

are people to who an individual looks as a basis for self appraisal or as a source of personall standards

Front 22

membership

Back 22

one to which a person actually belongs

Front 23

aspiration

Back 23

one that a person wishes to be a member of or wishes to be identified with

Front 24

dissociative

Back 24

one that a person wishes to maintain a distance from because of differences in value or behavior

Front 25

family life cycle

Back 25

describes the distict phases that a family progresses through from formation to retirement

Front 26

family decision making

Back 26

spouse dominant or joint decision making
1)info gatherer
2)influencer
3)decision maker
4)purchaser
5)user

Front 27

lifestyle

Back 27

the mode of living that is identified by how people spend their time and resources, what they consider important in their environment and wht they think of themselves and the world around them

Front 28

social class

Back 28

the relatively permanent, homogeneous divisions, in a society into which people sharing similar values, interests, and behavior can be grouped

Front 29

subculture

Back 29

subgroups withing the larger or national culture with unique values, ideas, and attitudes